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Bulletin 241

May, 1929

NEW HAMPSHIRE
AGRICULTURAL EXPERIMENT STATION

WHITE MOUNTAIN DEMAND

FOR VEGETABLES AND

POULTRY PRODUCTS

By E. H. RINEAR

THE UNIVERSITY OF NEW HAMPSHIRE
DURHAM. N. H.

WHITE MOUNTAIN DEMAND FOR VEGETABLES
AND POULTRY PRODUCTS

By E. H. Rinear

The popularity of the White Mountain hotels and summer resorts-
creates a large market for food each year. For some time there have-
been frequent discussions regarding the possibility of supplying more of
this demand for vegetables and poultry products from nearby sources.

The present study has resolved itself around the two main cjuestions :
first, what constitutes the hotel demand for vegetables and poultry-
products? Second, what type of service is necessary in fulfilling it?
Costs of production were not studied in the present investigation.

The state-wide survey made in 1925 by the Experiment Station (N. H.
Bulletin No. 222) brought out the facts as to the amounts which were
being produced in New Hampshire and purchased from outside sources.
The total season's purchases by White Mountain hotels during that year
from farmers and weekly purchases from others outside are shown in
Table 1. "It will be noticed that local farmers supply only a small por-
tion of the total consumption of these hotels. The estimated value
of vegetable purchases from local farmers is $42,000, while from
others it is $80,000. A few products such as beets, carrots, cauliflower,
spinach, string beans, peas, turnips, squash, potatoes, and sweet corn are
nearly half supplied by farmers."

"Local farmers furnish only a small part of the poultry and eggs. In
1925 the hotels purchased 54,720 pounds of poultry, no turkey and 1,450
cases of eggs from local farmers, compared to 260,422 pounds of poultry,
36.000 pounds of turkey and 7,070 cases of eggs purchased from others."

Methods Pursued in Study

In studying the hotel preferences, ten vegetables were chosen which
appear to be suited to local climatic conditions as many of them are now
being successfully grown: beans, beets, carrots, cauliflower, cucumbers,
green corn, green peas, head lettuce, spinach and tomatoes. Demand
preferences were obtained in detail from the hotel managers, stewards
and chefs as to variety, size, color, shape, grade and brands of these
vegetables. Similar information was secured for eggs and dressed
poultry.

Several trial shipments were made from southern points in New Hamp-
shire to discover some of the difficulties which might arise in supplying
this demand and also to learn the degree of satisfaction which such ship-
ments would meet with the stewards.

Ten representative White Mountain hotels were selected as a basis for
this study. Some of the best summer hotels were included in the group.
Their capacity ranged from 100 to 600 guests.

Tourists and summer guests begin coming to hotels in the White Moun-
tains during the early part of June. This transient population increases
rapidly until the latter part of August and then declines very abruptly,
until by the middle of September practically all the guests are gone and
the hotels closed.

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Mav, 1929J Dkmand for Vegetables and Poultry 5

The investigation was carried on during August 1928, which is notably
the busiest part of the hotel season. In many instances, the managers
and stewards were rushed, so that the time was limited which they could
allow for interviews. Courteous treatment was received in all cases and
appreciation of the problem often expressed. These men were not ac-
quainted with agricultural problems to the same degree ; consequently,
they varied in their opinions and interest in the subject. Furthermore,
some of the hotels were better situated than others in that they were
located near commercial gardeners. As a result, opinions differed regard-
ing the satisfaction received from home-grown products, depending upon
the experience of the stewards in purchasing from local sources. Ac-
cording to their replies they arranged themselves quite definitely in two
groups ; those who were or were not satisfied with local products.

Through the courtesy of several Boston wholesalers vegetable prices
paid them by the hotels were secured. Additional prices covering the
same period were secured from local producers located near the hotel
district. It was not convenient to obtain prices paid by each hotel as
the records were not easily available. The few prices procured were
taken direct from the order sheets or given by the stewards from memory.

When visiting the hotels, inspection was made of the vegetables and
poultry products in the refrigerator rooms. By this method, it was pos-
sible to note the quality, grade and brand of products from different
sources and to learn the types of containers and packs used.

Checking up on the grades of the different vegetables purchased by
the hotels and comparing with the grade requirements desired by the
stewards showed quite definitely that all vegetables would have to be at
least of U. S. No. 1 grade to satisy the demand. Many times it would
require products of U. S. Fancy grade to fulfill the extra qualifications
demanded by the stewards.

Demand for Vegetables

Although the investigation was limited in many ways because much
of the information is based on the preferences of the hotel stewards,
it is hoped the following outline will give a clearer idea of the require-
ments of the hotel demand. By examining Table 2, it will be noted there
is much variation in the amount of vegetables used weekly by each hotel.
This is due to varying hotel capacities, preferences and also to the ex-
tent to which each hotel had been able to purchase satisfactory products.
Often a hotel used more spinach, peas, or head lettuce per guest than
another because it could procure them locally.

The Boston box and bushel basket were the containers generally used.
Occasionally an extra charge is made for the container by Boston whole-
salers. At such times the stewards choose the one which was the cheap-
est. When there is a shortage of storage space in the hotel refrigerator
rooms, it is necessary to stack the goods. This is accomplished in an
orderly manner when the products are put up in substantial containers
of uniform size and shape. When local growers supply the hotels it is
customary for the boxes to be returned although one steward stated that
this was a nuisance.

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May, 1929] Demand for Vegetables and Poultry 7

Beets

The stewards were unanimous in their choice of an oval-shaped dark
red beet although no varietal preferences were given. All of them de-
sired a medium beet from 2 to 3 inches in diameter, except one who pre-
ferred a small beet of less than 2 inches.

Lengths of tops desired varied from nothing up to 12 inches. The
stewards' preferences were as follows : No tops by two, Yz inch by one ;
1 inch by one ; 2 inches by one and 12 inches by one. The only pre-
caution suggested regarding length was to have the tops long enough
so that the beets would not bleed. All tops were left on during the first
part of the season when suitable for beet greens.

In one instance, canned beets are used instead of fresh because it is
claimed they retain their color better.

In checking through the table orders one manager was quite surprised
to learn that more orders were received for buttered beets during the
season than any other vegetable on the menu.

The Boston box and jumble pack is the package commonly used. A
non-returnable container was desired by one steward. It was immaterial
to the stewards whether the beets w-ere bunched or how many were put
in a bunch.

The need of fresh beets was especially emphasized. Undoubtedly this
is one of the reasons why nearly all beets were secured locally, as shown
in Table I.

Carrots

A limited amount of information was procured regarding the demand
for carrots. The stewards were inclined to take this vegetable for grant-
ed and let it pass without many necessary qualifications. Size was the
main factor discussed. Four stewards wanted carrots as large as pos-
sible in order to use them in soups. Smaller sizes were preferred when
serving them buttered or creamed. In most cases the tops should be
trimmed back to one-half inch in length.

The source of the supply was about equally distributed between local
growers and Boston wholesalers, and sample data correspond fairly
well with the amounts shown in the previous survey. Future develop-
ment in growing more carrots is feasible in several sections.

Containers used were the Boston box and the bushel basket. There
was no stated preference as to the container for local carrots.

Cauliflower

The main characteristics emphasized regarding cauliflower were that
the heads be compact and that the jacket leaves be freshly trimmed and
not discolored. Large heads were usually preferred; several wished the
heads to be six inches in diameter, while one desired a medium size.

As a rule the stewards purchased cauliflower from Boston until they
were able to buy it locally. Several hotels could not procure it locally
and therefore obtained their supplies regularly through Boston whole-
salers.

I

8 New Hampshire Experiment Station [Bulletin 241

One steward purchased by the head, while another bought by the box
containing eight heads. The Boston box is the usual container used both
by the outside agent and local grower. According to general opinion,
the consumption of cauliflower is increasing.

Very few complaints were made against cauliflower produced locally.
It would appear that the production of this vegetable could be increased
by local men. j

Cucumbers

Slicing cucumbers were not in as great demand as the other vegetables.
One hotel manager stated he never used them.

Fresh, firm and well developed cucumbers were desired of dark green
color. Those of medium size from six to nine inches long were usually |
preferred.

The majority of the hotels visited purchased hot-house cucumbers from
Boston until local grown field cucumbers were available. This change
was seldom made before the first week in August. Several stewards
complained in regard to the high price which they had to pay for hot-
house cucumbers.

Because the amount of cucumbers used is small, they are ordered by
the dozen and shipped in the Boston box.

Green Corn

When the subject of green corn was brought up for discussion, keen
interest was manifested by the managers and stewards. A large num-
ber of the hotels are situated north of the corn borer-infected area which
makes it difficult for them to obtain fresh corn from southern points. All
the stewards were anxious to procure green corn many weeks before it
was available.

Golden Bantam was decidely the favorite, being preferred by seven of
the steward/s. Golden Evergreen, Country Gentleman, and Stowell's ']
Evergreen each received one preference.

All the general characteristics for sweet corn of U. S. No. 1 Grade were
mentioned by the stewards in describing what they considered necessary
qualities of good corn. Medium-sized ears were desired having fresh
green husks. The kernels should be small and well filled. Some wanted
the rows of corn irregular while others preferred the rows to be straight. ;i

Nearly all the hotels studied were buying corn from New Hampshire j
growers. Some of it was being shipped from Claremont via express and I
arriving in good condition. The hotels using corn from these sources
were much better satisfied than with the corn they were able to purchase
from Boston. It was fresher and much more palatable. Referring to
Table 1, it will be noted that a large amount of the sweet corn was pur-
chased from other than local farmers. This is caused to a large extent
by local men planting their corn at about the same time instead of making
several plantings and lengthening the period through which they might
sell.

Mav. 192') I Demaxd for Vegetables and Poultry 9

Green Peas

Frc-sli peas are in great demand. Two stewards stated that the guests
ordered peas more than any other vegetable, many requesting them three
times a day when in season. These peas were supplied by a local grower
who dehvered them promptly after picking so that none of their fresh-
ness or flavor was lost.

To satisfv the hotel demand, peas should be fresh and tender, and the
pods well filled and reasonably uniform as to maturity. All the hotels
visited except one were purchasing peas from local growers, finding them
of lietter quahty and more satisfactory than those from Boston.

Peas vary greatly in yield, so that those which were highest in price
per l)ushel may l)e cheapest per pound when shelled. One steward fol-
lowed the suggestion of a local grower and compared the shelled w^eights
of peas from several sources. It so happened that the peas which cost
the most per bushel yielded best, resulting in the lowest net cost per
pound. Through care in picking and grading, this grower was given a
premium over his competitors and the stewards obtained a superior
product at a lower net cost.

Head Lettuce

Decided preference was shown for the New York type of head lettuce.
The stewards emphasized many characteristics which should receive more
attention by local as well as more distant growers. They desired firm,
well trimmed heads, uniform in size with wrapper leaves free from dis-

26

23

July

Sept.

Fig.

2 9 16

August
1928
1 — Comparison of head lettuce weekly prices taken from Table 3. The
average weekly price of the local grower is constantly above that of
the Boston wholesaler and the quotation given in the Boston Market
Report. (Approximate express charges from Boston to the White
Mountain hotel district of twenty cents a box are added to the two
Boston quotations, so that they will be comparable with the price re-
ceived by the local grower.)

10

New Hampshire Experiment Station [Bulletin 241

coloration. Other qualities mentioned were freshness, fine texture and
tenderness.

Lack of firmness in the heads was the general complaint regardless of
source. It was said that all head lettuce resembled cabbage leaves in
that it was too coarse in texture. Because of the various ways of serv-
ing, it is essential that the heads be compact. One hotel prefers to slice
the lettuce crossways and to cover the pieces with mayonnaise dressing.
The more compact heads rec|uired much less dressing. Others cut the
heads in quarters and thirds which again requires firm heads. The out-
side leaves are used for garnishing and it is necessary that they be fresh
and free from discoloration.

Local grown lettuce has a distinct advantage over that from Boston
because it can be delivered to the hotels with a small amount of handling
and in fresher condition. Complaints were often made that the lettuce
shipped from Boston was not fresh, also that the outside leaves were so
badly damaged they could not be used for garnishing. On the whole
more recommendations were made for local than for imported lettuce.
The main ciualities mentioned for the former were that it is fresher, more
crisp and tender and of finer texture.

The demand for head lettuce is increasing among the hotels and affords
a splendid market for a few local growers.

Spinach

Considerable difference of opinion was found in the same hotel re-
garding what constitutes the best spinach. The manager of one hotel

16
Auousr
1988

Fig. 2 — Comparison of spinach weekly prices taken from Table 3. The price re-
ceived by the local grower was in accord with wholesale quotations dur-
ing the month of July but was maintained at a high level thereafter re-
gardless of terminal market changes. The price received by the Bos-
ton wholesaler followed the market trend as shown in the quotation of
the Boston Produce Market Report but it held to a wide margin above
the quotation. (Approximate express charges from Boston to the White
Mountain hotel district of twenty cents a box are added to the two
Boston quotations, so that they will be comparable with the price re-
ceived by the local grower.)

May, 1929] Demand for Vegetables and Poultry 11

liked the crinkly type, while the chef preferred the smooth New Zealand
variety, stating that it was much easier to clean, had less waste and that
none could tell the difiference between the two when cooked. Of the ten
hotels visited, six of the stewards desired the crinkly type, two the smooth
and the other said it made no difiference. Other characteristics desired
were that the leaves be dark green in color and the stems short so that
they would be tender.

No real objections were made to local grown spinach. In fact, many
stewards stated it was superior to any which they could buy from Bos-
ton. Seven hotels were obtaining all the spinach they needed from local
sources except early in the season when they are unable to do so and
have to purchase from points further south.

The basket and bushel box were the usual containers, and no particular
preference was shown for either one.

String Beans

Green string beans were preferred to wax, which many believed were
more spotted. The Kentucky Wonder was the general favorite.

It was a common practice to serve each variety separately and to al-
ternate them on the menu, although one steward preferred to purchase
both varieties and mix them together when serving. Another substituted
green peas for beans as soon as local peas were available.

As a general thing, the stewards purchased all the local beans possible
and sent to Boston for the rest. Some hotels received their supplies con-
tinuously from local growers who had made previous arrangements with
the stewards to furnish them regularly throughout the growing season.
Such arrangements were proving satisfactory, both to the grower and to
the hotel.

Apparently the supply of wax and string beans could be increased con-
siderably as no difficulty is encountered except the need of dependable
growers.

Tomatoes

A large share of the tomatoes used are grown in hot-houses and are
very satisfactory as they are well graded, wrapped in paper and packed
in cartons. The stewards continue to purchase them after field tomatoes
are on the market, because they are so well adapted to their needs. Since
the tomatoes are used almost entirely for salad purposes, it is essential
that they be uniform as to size, color, shape and quality. This is especial-
ly true when the whole tomato is used as a container for other concoc-
tions. Four stewards desired tomatoes ranging in diameter from 2%
to 2^ inches. Dark red color was the general favorite, although one
wished a yellowish red.

The general complaints regarding home grown tomatoes were due to
field production and the lack of rigid grading. Too often, the tomatoes
were cracked, irregular in shape and of uneven color, firmness and size.

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14 New Hampshire Experiment Station [Bulletin 241

Vegetable Prices

In order to show the effect of hotel preferences on vegetable prices, it
was necessary to obtain prices from a few growers in the White Moun-
tain district and from several Boston wholesale houses that are regularly-
supplying this demand. By further comparing these prices with the
quotations given in the Boston Produce Market Report it is possible
to estimate the premiums paid.

It will be noted that the prices received by the local grower are always
above market quotations. (See Table 3) However, this amount does
not represent premium entirely because delivery was made to the hotels.
In general, the stewards stated they were willing to pay as much for
local products of equal quality as those from Boston would cost after
all charges were paid. On this basis, the apparent premiums of local
growers should be reduced by the amount of express charges and other
delivery costs incurred in obtaining vegetables through Boston sources.

Express rates vary somewhat from the White Mountain section ; charges
per cwt. from Boston to North Conway, Bretton Woods, Bethlehem and
Whitefield are $1.24; to Plymouth $1.09.

The prices given under the heading of a Boston distributor are rep-
resentative of those received by the wholesalers who are accustomed to
supplying the hotels. Although these prices are F. O. B. Boston, it will
be noted they are higher than the market quotations for all vegetables
except cauliflower and tomatoes. (See Table 3) The extra margin is
partly due to handling charges for services rendered. It may also be the
result of higher quality goods. Any published quotation necessarily has
to represent the average going price. It is possible that other price levels
exist above the average price for a smaller amount of goods of high
quality. Attention is also called to the fact that this house was able to
supply several commodities many weeks before these products were
quoted in the Boston Produce Market Report which would tend to show
that they are rendering extra service in catering to the hotels.

The varying margins obtained for head lettuce by the local grower
and Boston distributor over market quotations are illustrated in Figure
1. The local grower furnished head lettuce of superior quality, or the
hotels would not have been willing to pay a premium for it consistently
over other sources. Toward the forepart of September his lettuce was
of poor quality and the price was lowered.

Although the local grower received a higher price for lettuce through-
out the season than that obtained by the Boston distributor, this condi-
tion did not hold true for spinach. (See figure 2) In the forepart of
the season the local grower received a price which was above market
quotations and below the price of a Boston wholesaler ; in five weeks
time the price was lowered to $1.40 a box and continued throughout the
season regardless of terminal market changes. During the weeks of
August 30th and September 6th, he received a price for spinach over
five times as great as the quotation. On the other hand, even though
the wholesale house secured a large margin over quotations, it followed
the general market changes. These illustrations show some hotels are
willing to pay a high price regardless of market conditions when they
are furnished quality products.

Ma\ , 1929] Demand for Vegetables and Poultry 15

Dependable Supplies

The summer hotel business changes regularly with the weather. This
uncertainty causes the demand for food to vary daily. It is, therefore,
necessary that the stewards establish connections wih dependable parties
if the hotel is to be operated successfully. To secure the great variety
of items required for such operation, it is necessary to purchase them in
a terminal market. Orders are telephoned and filled on short notice.
The majority of hotels are able to obtain express delivery to their nearest
station within 24 hours after placing the order. The wholesalers in
Boston have been catering to this trade for some time and have built
up a reputation for dependal)ility in supplying products of the quality
desired. Also they are willing to make any needed adjustments where
dissatisfaction occurs. When the stewards are certain to receive services
of this kind they are not over-anxious to drop them and experiment with
products from local growers of unknown reputation. Previous ex-
perience with some local growers has been very unsatisfactory and ex-
asperating. The local grower may have failed to fill the orders as
agreed, making the excuse that it had rained or giving some other reason
of equal importance. Lack of grading or even trying to grade to satisfy
the hotel demand was another common complaint made against this type
of grower. The stewards stated they could not afford to bother with
these men because they had to regrade the products.

Two classes of local growers are supplying vegetables to the White
Mountain hotels. At the present time the largest part comes from com-
mercial growers who depend on the hotel trade for their main source of
income. A smaller part is supplied by men who grow and sell vege-
tables as a sideline. Often the large grower has kept definite time and
production cost records on all the vegetables produced so that he can de-
termine which are the most profitable. The small grower with vegetables
as a sideline does not figure his production costs so definitely and looks
on this added income as practically all gain. Usually this type of grower
produces one crop. He does not make plantings at such regular intervals
as the large grower who plans to furnish a dependable supply of fresh
vegetables throughout the season.

Competition between growers of these two classes causes difficulties
to arise. The small grower is often willing to sell his produce at a price
below the market, which has a demoralizing effect. Even though the
small grower sells for a short time, he may cause the price to be set at
a low level for a sufficient period to make the larger grower actually lose
money.

To protect themselves from this type of competition some commercial
growers have found it advisable to contract with the stewards, agreeing
to supply them regularly throughout the growing season. Through
cost accounting methods covering several years one grower has learned
he cannot afford to grow peas and sell them for less than $4.00 a bushel.
He has made arrangements with the hotels to supply them regularly at
this price regardless of market prices or local competition. From the
hotel's point of view this is a very satisfactory arrangement. As has
been previously shown hotels are in a position to pay for quality goods.

16 New Hampshire Experiment Station [Bulletin 241

Where these contracts have been entered into and followed, entire satis-
faction has resulted. The hotels were assured of receiving a regular su])-
ply, and the grower could regulate his planting areas so as to have suf-
ficient amounts available to care for the contracted demand and be sure
to receive a remunerative price for the product.

Delivery Service

Most White Mountain hotels are located some distance from railroad
stations and all suplies shipped by rail have to be trucked to their final
destination. This fact causes the hotels considerable inconvenience. De-
cided preference is shown the local men when they can make delivery,
provided their products satisfy the demand, as the local products can be
delivered in less time than those from Boston. Often local men receive
calls and make delivery a few hours later. In several instances, the
stewards intimated they would pay a premium for this service. One
remarked, "Local farmers have a distinct advantage over outside sources
because they can deliver direct." Not only did the products arrive in
fresher condition, but there was a smaller percentage of waste due to
the fewer handlings and to the shorter time in transit.

There are other important advantages which local men have through
this contact. They can compare their goods with those from other
sources and study at first hand the requirements of each hotel. If their
products are not satisfactory, the steward will soon tell them, and any
needed adjustments can be attended to before the business is lost.

Hotel Gardens

Several hotels included in the investigation had their own gardens and
grew many of the vegetables needed. This practice is being discon-
tinued where the managment is able to purchase regularly from a local
grower ; for experience has proved the latter course much cheaper and
more satisfactory. Occasionally gardens are kept for show purposes
and charged up to advertising even though they are operated at a loss.
One manager stated they were changing over from vegetables and grow-
ing flowers. These flowers were placed in the guests' rooms every day.
He believed the intangible benefits more than made up for the value of
the vegetables which they had formerly produced.

Possibilities of Development

Because the growing season in the mountain section is short, there is
the possibility of gardeners farther south supplying the hotel trade. In
testing out this possibility the cooperation was secured of W. P. Tuttle,
a commercial gardener of Dover, N. H., who supplied several boxes of
tomatoes for trial shipment. These tomatoes were uniform in size and
free from blemishes. All were wrapped and packed in standard Boston
boxes. One steward was so well pleased that he allowed 24 cents a pound
for them, which was the price for hot-house tomatoes.

In the opinion of this grower, however, it is not practicable for him
to furnish the hotel trade with tomatoes as he has his regular customers
to supply.

AEav, 1929J Demand for Vegetables and Poultry

17

On the whole the prospects are good for the development of more
commercial gardens. There are sections of the White Mountain hotel
district which are heing well cared for hy local growers, and there it
would be unwise for other men to start in the business. In those sec-
tions which are still largely dependent on Boston for their vegetable sup-
plies, oi)ortunities exist for a limited number of local growers. This
does not mean that everyone who tries vegetable gardening will be suc-
cessful. The hotel demand is very exacting and requires a high degree
of specialization in production as well as marketing.

Because the hotels are open for a short time and the demand for food
is so dependent on the weather, there may be times when kjcal growers
will have a surplus of vegetables. There is always the possibility of sup-
plying nearby New Hampshire cities which are within trucking dis-
tance as the previous survey (See N. H. Station Bulletin No. 222)
showed large amounts were being purchased from more distant sources
during the same period.

The numerous summer residents of New Hampshire provide splendid
markets for those who wish to sell on a retail basis. This type of market
is supplied best l)y local men when a definite route is covered daily or
at regular intervals. At such times, it is also possible to sell a variety
of farm products. Many instances were found where local men are
taking advantage of such opportunities.

DEMAND FOR POULTRY PRODUCTS

Eggs

A general impression of the volume of eggs required by the White
Mountain hotels visited is given in Table 4. These amounts include
all classes of eggs used by each hotel during a week when running at

Table 4 — Eggs: Maximum amounts used in a ueek and prices paid by ten White
Mountain hotels.

Cases used
per week

Date of
Purchase

Price per Dozen

Hotel

Price

Paid !

♦Wholesale

Local

Other Source |

Quotation

A

10

July 25, 1928

.40

$.47

B

7

" 30

.42

.48

C

3

Aug. 1

.47

.48

D

23

7

.47

.50

E

10

8

.51

.50

F

6

8

.54

.50

G

15

" 9

.46

30

H

16

•• 10

.46

.50

I

5

" 21

.54

.53

J

21

" 22

.54

:54

.54

*Boston Produce Market News: Top price, nearby hennery, brown extras.

full capacity. Eggs of the best quality were required for frying, poach-
ing and boiling, and those of a lower grade were used for baking and
for other cooking purposes.

18

New Hampshire Experiment Station [Bulletin 241

=125

40 45 50

Cents per Doz.

Fig. 3 — Prices paid by the hotels for eggs on day visited,
It will be noted there is a wide range in prices paid by
the ^iifferent hotels; this is to be expected when eggs
are purchased from many sources. (See Table 4)

May, 1929] Demand for Vegetables and Poultry 19

Egg Preferences

All of the stewards were anxious to obtain eggs that could be depended
on not to make trouble. One bad egg could do a great deal of harm to
their business. A brand of eggs put out by a large concern gave almost
entire satisfaction. Three of the stewards remarked they never had
any trouble with this brand of eggs, and another stated it was 90 percent
perfect as to uniform colored yolks. These eggs had been caudled and
graded so that they were of uniform freshness, yolks of same color,
all of the same size, shape and other quality factors required to meet
definite standards. Eggs from a reliable source of such high quality af-
ford real competition for a New Hampshire poultryman. Local men
have the decided advantage in being located nearby, as the majority of
the eggs purchased come from more distant points, thus requiring greater
time in handling than would be necessary in assembling and transporting
eggs from local sources to the White Mountain hotels.

Although freshness of eggs was given the greatest emphasis, other
factors were mentioned. Uniformity in color of the egg yolks was es-
pecially desired for poaching and frying. When not uniform the guests
are usually dissatisfied. The stewards differed in their preferences as they
liad on previous commodities. Two preferred brown eggs, two others
wanted white, and six purchased eggs of mixed colors. The two desiring
white eggs stated that the yolks of white eggs were more uniform in color
than those of brown. On the other hand one of the stewards preferring
brown eggs said their yolks were more uniform as to color than white.
It shows that anyone furnishing the hotels would do well to learn the
preference of each steward. Two hotels contracted ahead with Boston
wholesalers for all the eggs needed during the season. The managers
were well pleased with the arrangements as they evidently were obtaining
a satisfactory supply. Another hotel manager refused to make such ar-
rangements for fear of getting cold storage eggs.

Egg Prices

Egg prices paid by the hotels are compared with the same day's high-
est wholesale quotation for nearby hennery brown extras as given in
the Boston Produce Market Report. These prices are presented in
Table 4 and Figure 3.

There is a wide range in prices. Local eggs were purchased by three
hotels. One paid the same price for local shipped-in eggs, which equaled
the highest market quotation ; another paid one cent over quotations,
and the third paid seven cents under quotations for eggs from nearby
sources In each instance these eggs cames from a different collector.
In the opinion of the stewards these eggs were resold as received from
individual farmers; that is, they were not candled nor graded by the
collector.

The other low price of 42 cents a dozen was 6 cents below the quota-
tion and was a contract price made with a Boston house. The white eggs
which the stewards had described as "perfect" and giving splendid satis-
faction were purchased for 46 and 47 cents a dozen, or 4 to 3 cents be-
low quotations.

20

New Hampshire Experiment Station [Bulletin 241

Even though local eggs were bringing a ]:)rice equal to or above whole-
sale quotations in several instances, the question still remains how much
more the managers and stewards would be willing to pay for local fresh
eggs, if they were candled and graded according to definite standards.

Many poultrymen in the southern part of the state are not over-anxious
to sell to the hotels because they have such a good retail market near by.
Although the stewards occasionally pay a premium over the wholesale
market which makes a price nearly equal to retail, apparently it has not
been sufficient to attract the egg shippers from the southern sections.

Dressed Poultry Demand

Detailed information was obtained from the stewards regarding their
preferences for broilers, roasters and fowl, the weekly amounts used and
prices paid. These data are partly given in Tables 5, 6, and 7 respective-
ly. The amounts of broilers used weekly by a hotel varied from 50 to
672 pounds, roasters from 75 to 400 pounds and fowl from 100 to 700
pounds. These figures represent the maximum weekly amounts needed
by the hotels when at full capacity.

The points emphasized by the stewards as necessary to satisfy the de-
mands of the best White Mountain hotels for dressed poultry may be
grouped in the following order :

Milk fed birds

Light colored heavy breeds

Fresh, properly killed and dressed

Uniformly graded as to size, color and other qualifications

Neatly packed

Dependable service

Milk fed poultry was desired in preference to any other. The stewards
claimed the quality of the flesh was much superior ; that the fat was more
evenly distributed throughout the muscle fibers which caused the flesh

Table 5. — Broilers: Maximum amounts used in a week and prices paid by ten rep-
resentative White Mountain hotels.

1.

2.

3.'
4.

5.
6.

Pounds used

B

roller Prices per pound

Hotel

Date of

Price Paid

*\Vholesale

in a week

Purchase

To local

To Boston

Quotation

source

source

A

100

July 28, 1928

.37

t37

B

110

" 30

.40

.36

C

SO

Aug. 1

.35

.37

D

400

7

.40

.37

E

275

8

.42

.37

F

400

8

.55

.37

G

189

9

.45

.37

H

180

" 10

.41

.37

I

140

" 21

.42

.38

J

672

" 22

.41

.38

*Boston Produce Market News: Top price for Western fresh broilers, dry
packed, 12 to box, 21 to 24 pounds.

(Express charges from Boston to hotels of approximately $1.15 a hundred
pounds should be added to Boston quotations to have prices on compar-
able basis with local.)

Ml

a\',

) ")|

Demand for X'kgetables and Poui-try

21

Table 6. — Fowl: Maximum amounts used in a tveek and prices paid by ten rep-
resentative If kite Mountain hotels.

Fowl Prices per pound

Hotel

PouikIs used
in a week

Date of
Purchase

Price Paid

♦Wholesale
Quotation

To local

To Boston

source

shipper

A

150 1 Ti

ilv 25. 1928

.33

$.32

l\

500 1 •

30

.34

.32

C

100 ! A

ug. 1

.32 .32

.32

D

600 1 '

7

.34

.33

E

200 i '

8

.35

.33

F

1 50 i '

8

.35

.33

G

720 1 '

9

.34

.33

H

400 1 '

10

.32

.33

I

216 1 '

21

.36 .36

.34

J

400 1 '

22

.36

.34

*Boston Produce Market News: Top price, Western fresh killed, clr\- packed,
12 to box, 60 to 65 pounds.

(Express charges from Boston to hotels of approximately $1.15 a hundred
pounds should be added to Boston quotations to have prices on compara-
ble basis with local.;

Table 7. — Roasters: Maximum amounts used in a week and prices paid by ten rep-
resentative W kite Mountain hotels.

Pounds used
in a week

Roaster Prices per pound

Hotel

Date of
Purchase

Price Paid

^Wholesale
Quotation

To local

To Boston

source

source

A

300

July 25.

1928

.46

$.44t

B

85

•• 30

.38

.44t

C

75

Aug. 1

.40

.40

.50t

D

360

/

.43

.50t

E

400

8

.38

.50t

F

150

8

.50

.sot

G

192

9

.50

.50+

H

280

" 10

.43

.50t

I

216

" 21

.55

.55

.50+

J

None

♦Boston Produce Alarket News: fTop price for Western fresh frozen; ^Native
fresh killed.

(Express charges from Boston to hotels of approxiniateh- $1.15 a hundred
pounds should be added to Boston quotations to have prices on compara-
ble basis with local.)

of the bird to be tender, juicy and of splendid flavor. Complaints were
made of local dressed poultry that it was stringy, tough, aiid not adapted
to their needs. Further investigation showed that these men had not
confined their poultry previous to killing nor fed it on milk rations so
that the meat would be in condition to suit the hotel demand. Usually
the birds were killed without any previous conditioning. Needless to
say these men failed to obtain repeat orders.

Broilers from the light colored breeds were desired in the majority of
cases. Some of the stewards and chefs were emphatic on this point.
They claimed the white feathered broilers were more attractive in ap-
pearance when served than the dark feathered, because with the latter the

22

New Hampshire Experiment Station [Bulletin 241

ZZ

21

10

8

8

30

>

'25

IfgW///^//

._l^

¥MM

«,^

'M

illlllllll

If

#MM#W^

'('

■ ■■■■H

ifeMMMM

mm

mm

■

i^M

//////////////^^^^^^^^^

'M^M

m//M/,

Ti

'Mm

mm,

'

ivmm

l^w

■

jImm

PM

iimi

1

\\

1928

§//////////,

m

^

Hotel P

RICE

ipn

m

I

Wholesal

E Quo.

0 30 35 40 45

Cents per Lb.

50

55

Fig. 4 — Prices paid by the hotels for dressed broilers on day
visited. These prices averaged above the quotations
given in the Boston Produce Market Report on the
same day. The highest price, 55c. a pound on August
8, and the lowest price, 35c. a pound on August 1, re-
ported by Hotels F and C respectively, were for local
grown and dressed broilers. (See Table 5)

May, 1929] Demand for Vegetables and Poultry 23

dark pin feathers and pigment in the feather folHcles were more visible
However, this color preference was not made for fowl or roasters as
both classes are cooked and served differently, so that the color factor is
not so noticeable.

Dressed poultry was preferred from those breeds which have coarse
muscle fibers and relatively less connective tissue because they give a
more tender flesh. Comparisons of cross-sections of meat representative
of White Leghorns, Barred Plymouth Rocks and Buff Orpingtons show
White Leghorns to have the smallest amount of muscle fiber and largest
amount of connective tissue ; whereas with Buff Orpingtons the reverse
was true. Barred Plymouth Rocks belonged in the class intermediate
between the other two ; Rhode Island Reds are in the nomenclature of
Barred Plymouth Rocks, or other general purpose breeds.*

Dressed Poultry Prices

Since it was impossible to visit all the hotels at one time the prices re-
ceived are scattered over a period from July 25 to August 22. In order
to present these prices on a comparable basis, the highest wholesale quota-
tions given for boxed western fresh broilers, western fresh frozen and
native fresh-killed roasters and for western fresh-killed fowl in the Bos-
ton Produce Market Report were used along with the top prices reported
paid by the hotels on the same day. See Tables 5, 6, and 7. A wide
range of prices results between hotels on the same day which would in-
dicate that dressed poultry is being purchased of varying quality. The
greatest range occurs with broilers and the smallest with roasters and
fowl. During the second week of August prices paid for broilers varied
from 40 to 55 cents a pound. It is important to note that the highest
price, 55 cents a pound on August 8. and the lowest pri^e. 35 c^nts a pound
on August 1, reported by hotels F and C respectively were for local
grown and dressed broilers. These data are shown to better advantage
in Figure 4.

There was less difference in the prices paid for fowl than for broilers
or roasters. The lowest price paid for local lowl, 32 ( ents a pound, equal-
led the quotation on that day. The highest price, 36 cents a pound, was
also paid for local fowl and was 2 cents over quotations. In the case of
roasters, the lowest price, 38 cents a pound, was p^'id by Hotel E for local
dressed roasters. This price is 12 cents a pound be ow the market quota-
tion of native fresh killed stock. On the other hand the price reported by
Hotel C of 40 cents a pound for local dressed roasters and also for roast-
ers from sources in Boston, is 10 cents below the highest market quotation
for th? Fpm? dav. There are s°^■eral i^:stancrs wh^e the hotels have re-
ported prices 7 cents a pound below wholesale quotations when buying in
Boston. It is doubtful if roasters purchased so much below the market
are enual in ouality to those represented in the quotation. Hotel I paid
55 cents a pound for roasters to local men and to Boston houses, which
is 5 cents over the market quotation.

♦Marketintj Pouhry Products — Benjamin,. E. W. page 89. John Wiley and
Sons, Inc.

24 New Hampshire Experiment Station [Bulletin 241

( )n the whole, it would seem that the market for dressed poultry is
availahle for local men at a premium price when they actually satisfy
the demand.

Possibilities of Development

Every year more local men in the summer hotel section are dressing
poultry and are not only marketing to large hotels on a wholesale basis
but are doing more retail selling. Several stewards stated that they were
able to purchase more local dressed poultry now than ever before. This
was more true in regard to fowl than broilers because the former class
was used for fricasse purposes which do not require as rigid attention
to grading as do broilers.

A number of local poultrymen were visited and questioned as to their
future intentions. One man stated that he expected to put in a re-
frigerator the following year so as to be able to supply a number of the
large hotels with dressed poultry in his immediate section. Others were
planning to increase their business. However, many of the men were
frank enough to admit they could not afiford to dress poultry and sell at
wholesale prices. These remarks were usually the result of costly ex-
perience in attempting to dry-pick and dress poultry after approved
methods. They were not made by those who had become proficient and
reduced such costs to a minimum.

In order to test out the possibility of supplying from sources within
the state, arrangements were made with three hotels to receive trial ship-
ments of dressed broilers. The briolers were supplied by R. B. Thurrell
of East Wolfeboro. A. W. Lohman of the Poultry Department had
charge of the dressing and packing. All of the broilers were full-feather-
ed and well-meated birds, weighing around 2^4 pounds alive. After
dressing, wrapping heads, and packing one dozen broilers in a box, the
net weight varied from 22^ pounds to 23^4 pounds per box. These
boxes were placed immediately in a refrigerator and held at approximately
35° until thoroughly chilled.

The broilers were inspected on arrival by the stewards. Two ship-
ments gave complete satisfaction. One steward volunteered to pay two
cents premium per pound over the Boston wholesale price if he could
get this quality of broilers regularly throughout the season.

The success of these few shipments and other instances cited does not
mean that New Hampshire poultrymen can profitably supply the White
Mountain hotels on a large scale. The investigation has shown it is
necessary that all dressed poultry be carefully graded as to class, weight
and quality ; also, that only the best grades are wanted by the hotel trade.
Any future development would have to compete with the fresh killed
poultry from the Middle West. Many of these packing houses are ac-
customed to making fifty grades of dressed poultry at one time.* One
company which operates many plants where one to three thousand head
are dressed daily rei^orts average operating costs as $3.57 per cwt. of
dressed poultry. Distribution of these costs are as follows : Supplies
$.69; labor $1.50; fixed expense $.13; other expense $1.25.

*Marketing Poultry Products — Benjamin, E. W. — Page 116

May, 1929] Demand for Vegetables and Poultry 25

At the present time, there is a small dressing and packing plant in
the central part of the state doing retail and wholesale selling and operat-
ing all the year round. Live poultry is purchased at the plant 1 cent
under the Boston wholesale quotation. Even though this plant has been
operating several years it has experienced difficulty in finding sufficient
poultry to supply its regular trade. A specialty is made of dressed fowl
and roasters. Broilers are seldom handled because of the extra expense.
The proprietor stated he could not afiford to dress and sell broilers be-
cause of western competition.

It is still a matter of conjecture whether a large dressing plant could
operate profitably all the year round ; it is quite certain it would be im-
possible on a 3 or 4 months basis. Undoubtedly a large volume would
make storing and distributing services more satisfactory. Furthermore,
New Hampshire poultry men have the definite advantage of being on the
ground and securing any premium which the hotels are willing to pay.

SUMMARY

1. A survey was made of ten White IMountain summer hotels in 1928
to learn the demand for vegetables, eggs, and dressed poultry.

2. The investigation shows the hotel demand is very exacting and re-
quires products of the highest quality during a three months period.

3. The hotels require a dependable source of suppHes. In the past the
local men who did not appreciate this necessity failed to develop the
hotel market.

4. The hotel managements expressed a willingness to purchase local
products when they are graded satisfactorily and priced in accord-
ance with wholesale prices on the terminal markets because local
products are fresher, more palatable and there is less waste.

In general the prices paid by the hotels are above the highest
wholesale quotations due to the better quality of products required.

5. Often local products have been so much superior to those shipped
from outside sources that they have brought a premium. This is
especially true for beets, carrots, green peas, head lettuce and spinach.

6. Vegetables are desired which equal at least the requirements of U.
S. No. 1 and in many instances of U. S. Fancy grade.

7. Seasonal contracts for vegetable supplies were mutually beneficial
to the hotels and local grower.

8. There are instances where local growers are successful and are in-
creasing their acreage and volume of business yearly. Hotel
gardens are being discontinued as local growers increase their busi-
ness.

Several sections are so well cared for by established growers
that there is not room for others. However, there are sections
where ample opportunities exist for further development.

9. Figures are not available as to cost of production and net profit in
the growing of vegetables, and it will be necessary to make further
investigation and study cost factors and adaptability to climatic
conditions before general recommendations can be made.

10. Demand preferences were about equal as to color of eggs.

26 New Hampshire Experiment Station [Bulletin 241

11. Eggs are desired of the best quality for frying, poaching and boil-
ing; those of a lower grade are used for cooking and baking.

12. Yolks of uniform color are required in eggs used for frying.

13. Complaints were made that eggs from local sources were neither
candled nor graded.

14. A brand of eggs coming from sources outside the state is giving
entire satisfaction. These eggs are graded according to definite
standards.

15. Prices paid for eggs by the hotels were above and below Boston
wholesale quotations.

16. Local egg prices ranged from the lowest to the highest prices paid.

17. Many local producers are not endeavoring to furnish the large
hotels with eggs because they are able to sell them elsewhere on a
retail basis.

18. In general, dressed poultry which has been milkfed, freshly killed,
dry-picked and uniformly graded as to size and quality, and neatly
packed is required by the hotels.

19. Poultry meat was preferred from the heavy breeds because, with
relatively more muscle fiber and less connective tissue, they have a
more tender fiesh.

20. Broilers are desired from the white feathered heavy breeds because
the white pin feathers and hair follicles do not detract from their
appearance when served.

21. The local dressed poultry does not equal in quality and appearance
the boxed and fresh dressed poultry which is shipped in from out-
side sources.

22. A large percentage of fowl is purchased locally because it is used for
fricasse purposes and does not require as rigid grading as broilers
or roasters to satisfy the demand.

23. Prices paid for dressed poultry vary a great deal showing products
of unequal quality are used.

24. Due to the variance of opinions shown by the stewards, any prospec-
tive producer should learn the demand preferences of each hotel.

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