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STATION  BULLETIN  417 


Livestock  Markets 


in 


New  Hampshire 


By  James  R.  Bowring 


AGRICULTURAL  EXPERIMENT  STATION 

UNIVERSITY  OF  NEW  HAMPSHIRE 

DURHAM,  NEW  HAMPSHIRE 


ACKNOWLEDGEMENTS 

The  cooperation  of  livestock  dealers  and  packers  in  New- 
Hampshire  and  of  officials  of  the  Brighton  Stockyards  in  Mass- 
achusetts has  made  this  study  possible.  Particular  recognition  is 
given  to  Clark  E.  Burbee,  a  1954  graduate  of  the  University  of 
New  Hampshire,  for  his  assistance  in  interviews  and  assembly  of 
pertinent  data,  and  to  Professor  L.  V.  Tirrell,  Chairman  of  the 
Department  of  Animal  Husbandry  at  the  University  of  New 
Hampshire,  for  his  advice. 


MARCH,  1955 


Livestock  Markets  in  New  Hampshire 


By  J.  R.  BOWRING 

Associate  Agricultural  Economist 
New  Hampshire  Agricultural  Experiment  Station 


Introduction 

LIVESTOCK  SOLD  for  slaughter  from  New  Hampshire  farms  is  pri- 
marily a  joint  product  of  the  dairy  industry.  Some  few  specialized  beef, 
hog,  and  sheep  producers  also  contribute  to  the  market.  A  major  part  of  the 
trade  in  livestock  is  for  breeding  and  replacement  of  dairy  herds. 

The  methods  of  marketing,  the  agencies  concerned,  and  the  pricing 
techniques  discussed  in  this  bulletin  are  an  indication  of  the  efficiency 
with  which  livestock  moves  from  farms  to  the  final  consumer  in  the  State  of 
New  Hampshire. 

Review  of  Literature 

A  study  of  the  marketing  of  Vermont  cattle  by  Fred  E.  Webster ^  re- 
viewed the  existing  outlets  for  Vermont  farmers.  He  recommended  im- 
provements in  farm  pricing  and  market  reporting  without  specifying  any 
particular  market  process  that  would  improve  returns  to  farmers.  Curtiss 
and  Matzen^  reviewed  the  market  institutions  for  livestock  sales  from  New 
York  farms  and  stressed  the  importance  of  replacement  sales  in  that  dairy 
state.  They  found  that  auctions  were  not  widely  used  by  farmers  who 
bought  their  hogs  and  sheep  for  fattening  from  other  farmers  or  dealers. 

There  are  many  studies  of  livestock  markets  in  specialized  producing 
states,^  but  these  are  of  little  importance  to  New  Hampshire  since  the  size 
of  our  industry  and  the  conditions  of  production  differ.  New  Hampshire  is 
more  characteristic  of  the  New  England  conditions  about  which  there  has 
been  little  organized  study. 

Location  of  Production 

There  were  109.658  cattle  and  calves  on  farms  in  New  Hampshire  in 
IQSO.'*  Of  these  60,141  were  milk  cows,  leaving  49,517  beef  animals,  dairy 
calves,  bulls,  and  heifers  under  two  years.  The  majority  of  these  were 
dairy  breeds. 


1  Marketing  of  Vermont  Cattle.  F.  E.  Webster,  Vt.  Ag.  Exp.  Sta.,  Bui.  569. 

2  Marketing  Nezv  York  Livestock.  W.  M.  Curtiss  and  E.  H.  Matzen,  New  York 
Agr.  Exp.  Sta.,  Ithaca,  N.  Y.  Bui.  744. 

^See  Bibliography   on   the  Marketing   of  Livestock,  Meat  and  Meat   Products. 
USDA  Bui.  15,  1951. 

^  U.  S.  Census  of  Agriculture,  1950.  U.  S.  Department  of  Commerce. 


There  has  been  a  decUne  in  the  number  of  cattle  on  farms  since  1900, 
as  shown  in  Table  1 . 


Table  1.     Number  of  Livestock  on 

Farms  in 

New  Hampshire  —  1900  to  1950 

1900 
Type                     Thou- 
sands 

1910 
Thou- 
sands 

1920 
Thou- 
sands 

1930 
Thou- 
sands 

1940 
Thou- 
sands 

1950 
Thou- 
sands 

Cattle  and  calves        211 
Hogs                                 51 
Sheep                                65 

168 
28 
31 

164 
42 
22 

121 
11 
21 

116 

11 

8 

110 

13 

■       7 

Some  increase  in  the  number  of  cattle  on  farms  to  an  estimated  115,000 
was  apparent  in  1952.  This  is  probably  a  temporary  phenomenon  that  does 
not  violate  the  general  downward  trend  in  livestock  numbers  of  all  types 
which  has  been  in  progress  since  1900. 

The  cattle  are  located  predominantly  in  the  Connecticut  and  Merri- 
mack valleys.  The  northern  counties  of  Grafton  and  Coos  claim  the  largest 
numbers,  followed  by  Hillsborough  and  Merrimack,  with  the  lowest  number 
in  Carroll  County. 

Table  2.     Number  of  Cattle  on  Farms  in  New  Hampshire  by  Counties —  1950 


County  Number  of  Cattle  Distribution 

Percent 

Belknap  5,373  4.9 

Carroll  3,188  2.9 

Cheshire  9,334  8.5 

Coos  14,459  13.2 

Grafton  22,314  20.3 

Hillsborough  13,580  12.4 

Merrimack  13,512  12.3 

Rockingham  11,787  10.7 

Strafford  6,868  6.3 

Sullivan  9,243  8.4 


State  109,658  lOO.O 


About  two  thirds  of  all  farms  in  the  state  have  cattle  and  75  percent  of 
the  cattle  are  on  a  third  of  these  farms. 

During  1952  there  was  a  spring  pig  crop  of  13,000  and  a  fall  farrowing 
of  2,000  sows  to  produce  11,000  pigs.  Approximately  13,000  hogs  were 
marketed  and  the  rest  were  farm  slaughtered  or  custom  slaughtered  for 
home  use. 

There  were  approximately  4,000  lambs  born  in  1952  of  which  2,000 
were  marketed,  1,000  died,  and  1,000  were  kept  on  farms  for  breeding. 


Livestock  Markets 

The  markets  for  cattle  can  be  divided  into  three  major  segments;  for 
slaughter,  for  dairy  herd  replacement,  and  for  purebred  breeding.  There 
may  be  some  overlapping  of  these  uses.  For  example,  a  heifer  sold  to  a 
dealer  for  slaughter  may  be  diverted  to  replacement  stock  and  the  purebred 
sales  will  probably  also  include  dairy  herd  replacement.  In  general,  how- 
ever, there  are  three  separate  markets  and  three  sets  of  prices. 


FIG.    I 

NUMBER  OF  COWS 
PER    TOWNSHIP 

1950    STATE    TAX 
COMMISSION 

•     25     COWS 


•/.'A- 


I  •  •  •  ■ 


rWH 

'  ; ,  I  *  •  •  • 


YV 


.\ 


(-  r.  V. 


I; 


••A 


:t/- 


'^, 


'•'Y.i 


■:•)' 


•7^ 


-Hi 


•!-• 


7^ 


•Hy.-i' 


Table  3.     Number  of  Hogs,  Pigs,  Sheep,  and  Lambs  on  Farms  in  New  Hampshire 

by  Counties —  1950 


No.  of  Hogs 

Percent 

No.  of  Sheep 

Percent 

County 

and  Pigs 

Distribution 

and  Lambs 

Distribution 

Belknap 

745 

5.8 

462 

6.2 

Carroll 

470 

0.1 

233 

3.2 

Cheshire 

674 

5.3 

506 

6.8 

Coos 

597 

4.7 

482 

6.5 

Grafton 

1,536 

12.0 

1,115 

15.0 

Hillsborough 

2,307 

18.2 

1,298 

17.5 

Merrimack 

2,466 

19.3 

1,017 

13.7 

Rockingham 

2,067 

16.2 

913 

12.3 

Strafford 

1,051 

8.2 

810 

10.9 

Sullivan 

839 

6.6 

587 

7.9 

State 

12,752 

100. 

7,423 

100. 

Cattle  for  Slaughter 

The  farmers'  market  outlets  for  slaughter  cattle  include  packers, 
dealers,  commission  houses,  auctions,  and  home  use. 

There  are  26  slaughterers  in  New  Hampshire,  i  Ten  of  these  are  com- 
mercial packers.  A  commercial  packer  is  defined  as  a  slaughterer  who  takes 
title  to  over  50  percent  of  the  animals  he  slaughters  for  resale  as  meat.  One 
of  the  packers  handles  western  beef  only.  Three  packers  combine  local 
cattle  purchases  with  out-of-state  purchases  of  live  cattle.  The  remaining 
seven  follow  a  seasonal  pattern  of  slaughter  depending  on  the  supplies  of 
local  beef.  Any  deficiencies  in  market  requirements  are  made  up  by  inship- 
ments  of  dressed  meat.  These  ten  commercial  packers  handled  91  percent 
of  the  cattle  slaughtered  in  1952. 

In  addition  to  sales  to  packers  located  in  the  State  of  New  Hampshire, 
a  large  proportion  of  the  cattle  is  shipped  to  the  Brighton  market  in  Massa- 
chusetts. The  following  table  is  an  estimate  of  the  disappearance  of  cattle  in 
1952. 

Table  4.     Estimated  Disappearance  of  New  Hampshire  Cattle  — 1952 

Commercial  Slaughter  in  New  Hampshire  11,500* 

Sales  at  Brighton  Stockyards  6,300t 

Farm  Slaughter  2,000$ 

Death  3,000t 

*  Survey  of  Slaughtering  Establishments  in  New  Hampshire 
t  Sales   at  Brighton   Stockyards 

%  Farm  Production,  Disposition  and  Income.  USDA,  April   1953 

Table  5.     Estimated  Disappearance  of  Calves  Born  in  1952  in  New  Hampshire 

Born  58,000* 
Commercial  Slaughter  in  New  Hampshire  14,000t 
Sales  at  Brighton  Stockyards  11,00'0$ 
Deaths  5,000* 

Farm  Slaughter 2,000* 

*  Farm  Production,  Disposition  and  Income.  USDA,  April  1953 
t  Survey  of  Slaughtering  Establishments  in  New  Hampshire 

X  Estimate  from  Brighton  Stockyards 

1  This  figure  is  based  on  a  field  survey  and  registration  under  O.P.A.  in  1943-4. 

6 


The  annual  calf  crop  of  this  predominantly  dairy  state  provides  a  large 
supply  of  veal  for  local  slaughter  and  for  shipment  to  Brighton  stockyards. 

Sales  Outlets  of  Packers 

Packers  sell  the  dressed  beef  and  veal  to  wholesalers,  retailers,  jobbers, 
or  to  consumers  and  processors.  The  following  table  estimates  the  sales  of 
dressed  meat  slaughtered  in  New  Hampshire. 

Table  6.     Trade    Outlets   for    Dressed    Meat    Slaughtered   and    Packed   in  New 

Hampshire  —  1952* 


Outlet 


Quantity 

(lbs.  of  Dressed 

Meat) 


Percent  of  Total 


Wholesaler 

Retailer 

Jobber 

Direct  to  Consumer 

Processor 

Hotels  and  Restaurants 

Total 


7,518,161 

44.3 

4,569,245 

26.9 

3,687,726 

21.8 

967,931 

5.7 

207,550 

1.2 

18,494 

.1 

16,969,107 

100. 

*  Includes   live   animals   shipped    into   New    Hampshire    from   out    of   state. 
Based  on  1953  field  surve3^ 

Custom  Slaughterers 

The  major  proportion  of  cattle,  sheep,  and  hogs  slaughtered  on  a 
custom  basis  is  for  local  households  at  an  agreed  cost  per  head.  Only  three 
of  the  16  custom  slaughterers  take  title  to  some  of  the  meat  for  sale  in  their 
own  retail  stores  or  to  other  retailers.  The  majority  simply  provide  the 
service  and  return  the  dressed  animal  to  the  owner.  They  handle  only  9 
percent  of  the  total  slaughter  of  New  Hampshire  raised  cattle,  but  a 
larger  proportion  of  the  hogs. 

Over  90  percent  of  the  livestock  commercially  slaughtered  for  resale 
is  cattle  and  calves.  In  comparison,  28  percent  custom  slaughtering  is 
cattle  and  calves  and  68  percent  hogs.  The  percentage  distribution  of  the 
total  number  slaughtered  is  given  in  Table  7. 

Table  7.     Percentage  Distribution  of  Commercial  and  Custom  Slaughter  in  New 

Hampshire  —  1952 


Type 


Cattle 


Calves 


Sheep 


Swine 


Total 


Commercial 

Percent  of  total 

51.8 

39.2 

1.8 

7.2 

100 

Custom* 

Percent  of  total 

18 

10 

4 

68 

100 

*  About  12  percent  of  this  custom  slaughter  is  performed  by  the  commercial 
slaughterers  in  addition  to  their  commercial  operations. 


Size  of  Operation 

Some  idea  of  the  relative  size  of  the  slaughter  operations  in  the  state  is 
provided  in  the  following  tables  which  classify  the  slaughterers  by  the  head 
of  livestock  handled  in  1952. 

Table  8.     Commercial  Packers  by  Number  of  Livestock  Slaughtered  in  1952 

Head  of  Livestock  Number  of  Slaug^hterers 

4,000  and  over  4 

2,000-3,999  .                         0 

1,000-1,999  3 

500-    999  2 

0-499  1 


10 


The    custom    slaughter  operations    are    considerably    smaller,    as 
shown  in  Table  9. 

Table  9.     Custom  Slaughterers  by  Number  of  Livestock  Slaughtered  in  1952 

Head  of  Livestock  Number  of  Slaughterers 

500  -  999  3 

250-499  5 

100-249  3 

0-   99  5 


16 


Custom  rates 

The  current  rates  for  custom  slaughter  vary  from  as  low  as  the  hides 
and  pelts  for  cows,  calves,  and  sheep,  and  $3  for  swine,  to  as  high  as  $6  for 
cows  plus  the  hide,  $2  for  calves  plus  hide,  and  $2  for  sheep  plus  pelt,  and 
$6  for  swine. 

The  average  rate  is  about  $2  plus  hide  for  cows  and  calves,  $2  for  sheep 
plus  pelt,  and  $5  for  hogs. 

Inspection 

Only  one  of  the  slaughter  operations  is  under  Federal  inspection,  7  are 
under  local  inspection,  the  remainder  has  no  official  inspection. 

By-products  of  the  slaughter  operations  are  hides,  bones  and  hoofs, 
tallow,  and  entrails.  There  are  two  tanneries  and  one  rendering  company 
operating  in  the  state.  The  two  tanneries  buy  hides  and  are  located  in  Bos- 
ton, Mass.,  and  Somersworth,  N.  H.  The  rendering  plant  buys  ofifal  and 
hides  and  is  located  in  Manchester,  N.  H. 

Dairy  Herd  Replacement 

The  maintenance  of  milking  herds  necessitates  a  continuous  replace- 
ment of  dairy  cows  because  of  age,  disease,  or  accident.  Every  dairyman 
must  at  some  time  obtain  additional  cows  or  heifers.  Many  of  these  replace- 
ments are  raised  by  the  dairymen  and  some  are  purchased.  The  most  com- 
mon sources  of  purchase  are  other  farmers  and  dealers.  No  statistical  ac- 
counting is  made  of  the  number  of  these  transactions. 


FIG.    2 

>]gvy  J-JAMPSJ-IJKS 

LOCATION     OF 
SLAUGHTERERS 
IN    1952 
•  COMMERCIAL 


X   CUSTOM 


The  1953  report  of  cows  and  heifers  two  years  old  and  over  kept  for 
milk  is  70,000.1  js^^  ^n  annual  culHng  rate  of  20  percent,  14,000  replace- 
ments per  year  would  be  required  to  maintain  present  cow  numbers. 

The  Dairy  Herd  Improvement  Association  estimates  that  6  per  100 
milking  cows  of  their  association  herds  are  sold  for  replacement.  This  pro- 


D.  C. 


1  Livestock  on  Farms,  Jan.  1,  1953.  USDA  Crop  Reporting  Board,  Washington, 


vides  us  with  an  estimate  of  4,200  dairy  cows  sold  as  herd  replacements.  If 
80  percent  of  the  sale  for  replacement  are  mature  cows,  then  the  total  sales 
as  herd  replacement,  including  youngstock,  would  be  5,250  head  per  year. 
This  leaves  8,750  raised  replacements  retained  in  dairy  herds  and  not 
offered  for  sale. 


HAMPSHIRE    bAIRV    HERD    R&LACEMENT    CATTLE 


Fl6.  3 


INTERSTATE    MOVEMENT 


OF 


I 


1942     1943      1944      1945      1946      1947      1948      1949 


!95l       1952      1953 


Dairy  cows  are  shipped  by  dealers  into  the  state  from  Canada,  Maine, 
and  Vermont,  and  dairy  cows  are  shipped  out  of  the  state  to  markets  in  the 
southern  New  England  States.  From  1942  through  1948,  excluding  1947, 
the  inshipments  exceeded  the  outshipments  as  dairy  herds  were  being  built 
up.  From  1948  to  1953  outshipments  of  dairy  cattle  exceeded  inshipments. 
The  relationship  is  shown  graphically  in  Figure  3.  With  net  outshipments  in 
1953  of  400,  this  should  be  deducted  from  the  sales  estimate  of  5,250,  to 
arrive  at  a  figure  of  4,850  dairy  cows  both  imported  and  raised  which  were 
sold  to  farmers  and  retained  in  the  State  of  New  Hampshire  in  1953. 


10 


Purebred  Sales 

The  Guernsey,  Jersey,  Holstein,  Ayrshire,  and  Brown  Swiss  are  rep- 
resented by  New  Hampshire  Breeding  Associations.  The  Purebred 
Dairy  Cattle  Association  is  a  state  organization  to  coordinate  the  pohcies  of 
the  breed  associations,  with  respect  to  shows,  testing,  guarantees,  and 
health. 

There  is  no  formal  sales  organization  from  which  the  number  of  sales 
or  the  prices  can  be  obtained.  Occasionally  farm  sales  are  announced.  A 
producer  interested  in  purebred  stock  can  contact  the  secretary  of  the  asso- 
ciation, who  will  act  as  a  broker  for  herd  owmers  in  his  association  without 
financial  return.  This  is  a  specialized  market,  and  premiums  over  the  prices 
for  the  general  run  of  replacement  stock  are  generally  asked  and  obtained. 
Few  cattle  dealers  handle  this  type  of  transaction.  The  artificial  insemina- 
tion program  is  reducing  the  need  for  dairymen  to  buy  purebred  bulls  and 
heifers  for  dairy  herd  improvement. 

Dealer  Operations 

The  collection  of  cattle  and  sheep  from  farms  other  than  farm-to- 
farm  sales  is  primarily  performed  by  dealers.  This  includes  cattle  and  sheep 
for  slaughter  and  dairy  herd  replacement  cows.  There  are  149  livestock 
dealers  licensed  to  operate  in  the  State  of  New  Hampshire,  i  Of  these 
dealers.  98  are  located  in  New  Hampshire,  25  in  Massachusetts,  19  in 
Vermont,  and  7  in  Maine. 

Many  of  the  dealers  are  not  actively  engaged  in  buying  and  selling  in 
the  state  or  at  least  have  only  a  small  proportion  of  their  total  business  in 
New  Hampshire.  Their  location  in  New  Hampshire  is  shown  in  Figure  4. 
The  out-of-state  dealers  are  located,  in  general,  close  to  the  New  Hampshire 
state  boundary. 

Dealers'  Buying  and  Selling  Practices 

The  majority  of  dealers  buying  cattle  from  farmers  pay  cash  at  the 
farm.  Some  dealers  make  periodic  visits  to  farms  and  build  up  their  truck 
loads  from  established  routes.  Other  dealers  arrange  for  truck  loads  by  tel- 
ephone before  visits,  or  are  contacted  by  farmers  with  cattle  or  calves  for 
sale. 

Mixed  loads  are  common  with  the  smaller  dealers,  who  equip  their 
trucks  with  removable  partitions  for  this  purpose,  but  are  rare  with  larger 
dealers.  One  or  two  sell  on  a  commission  basis  and  do  not  take  title  to 
the  livestock.  At  least  three  dealers  buy  for  local  packers  under  contract, 
and  most  of  the  New  Hampshire  slaughterers  buy  direct  from  farmers  as 
well  as  from  dealers.  The  majority  of  dealers  each  handled  less  than  300 
head  of  all  livestock  in  1952.  Table  10  shows  the  relative  size  of  the  buying 
operations  of  dealers  and  local  slaughterers  in  New  Hampshire  during 
1952. 

Dealers  not  under  contract  to  local  packers  ship  the  majority  of  their 
purchases  to  the  Brighton  market  for  slaughter  or  dispose  of  them  at 
Vermont  and  the  occasional  New  Hampshire  auctions.  Numerous  dealers 

1  The  law  defines  a  livestock  dealer  as  any  person,  partnership,  unincorporated 
association,  or  corporation  going  from  place  to  place  buying,  selling,  or  trans- 
porting cattle,  sheep,  or  swine,  or  operating  a  livestock  auction  or  sales  ring. 

11 


FIG.    4 

DEALERS  : 
LICENSED     a 
RESIDING    IN 
N.H.,   1952 


AUCTIONS    IN 
N.H.,   1952 


1 


Table   10.     Distribution   of  51    Dealers  and   Slaughterers   by   Size  of   Purchases 

from  Farmers  in  1952 


No.  of  Head  Purchased 
from   Farmers 


N.  H.  Dealers  and/or 
Slaughterers 


2,000  and  over 
1,000  to  2,000 
500  to  1,000 
up  to     500 


8 
3 

14 
26 

51 


12 


own  farms  for  holding'  replacements  for  sale  to  individual  farmers  as  the 
market  develops.  Small  dealers  frequently  sell  to  other  dealers,  particularly 
when  consolidating  several  small  lots  into  one  truck  load. 


*t> 


Table  11.     Disposition  of  Livestock  by  Dealers  Only  in  New  Hampshire  for  1952 

Market  Percent 

Brighton  42 

Packers  31 

Other  dealers  and  auctions  8 

Local  19 

Other  Sales  Outlets 

There  is  one  commission  house  in  the  State  of  New  Hampshire  which 
handles  sales  on  local  and  Brighton  markets.  One  or  two  dealers  sell 
on  commission,  but  the  majority  consign  livestock  for  sale  outside  the  state 
either  to  the  Brighton  Stockyard  Commission  House  or  a  commission  man 
selling  on  the  Brighton  market.  Auctions  play  a  minor  role  in  cattle,  hog,  or 
sheep  sales.  Some  producers  use  Vermont  auctions  to  buy  or  sell  replace- 
ments. Home  use  accounted  for  about  2,000  head  of  cattle  and  7,000  hogs. 
Sheep  and  lambs  are  sold  locally  or  in  specialized  seasonal  markets,  such  as 
at  Easter  and  for  certain  religious  groups. 

Prices  and  Price  Formation 

Modern  communication  and  transportation  serve  to  bring  prices  of 
similar  products  into  line  on  all  markets.  The  difference  in  price  between 
two  markets  will  not  remain  for  very  long  more  than  the  cost  of  transpor- 
tation between  the  markets.  If,  for  example,  the  price  on  one  market  is 
higher  than  on  another  market  by  more  than  it  will  cost  to  ship  from  one 
market  to  the  other,  then  produce  will  move  to  the  higher  price  market  until 
prices  are  brought  into  line  again. 

There  may  be  some  obstacles  to  movement,  such  as  sanitation  and  in- 
spection laws  or  the  buying  and  selling  practices  of  large  firms.  Under 
competitive  conditions,  however,  prices  in  one  region  bear  a  close  re- 
lationship to  prices  in  other  regions. 

The  influence  of  prices  in  the  surplus  meat  producing  areas  of  the  West 
and  Midwest  is  pronounced  in  New  England.  Local  production  is  only  a 
small  part  of  total  consumption  here.  To  satisfy  a  total  annual  per  capita 
consumption  of  140  lbs.  of  red  meat,  New  Hampshire  produces  an  equiva- 
lent of  about  20  lbs.  A  similar  situation  exists  in  Massachusetts.  Large 
quantities  of  dressed  and  live  animals  are  shipped  in  from  Midwestern 
markets.  Prices  in  New  England  are  tied  closely  to  the  predominant  price 
for  western  beef  at  Chicago. 

Price  Relationship  between  New  England  and  Chicago 

The  majority  of  livestock  sold  on  local  markets  and  in  Brighton  is 
cutter-  and  canner-grade  cattle,  bob  calves,  and  some  garbage  fed  hogs. 
Therefore,  price  comparisons  can  be  made  between  the  lower  grade  cattle. 
For  example,  an  increased  supply  of  low-grade  cattle  from  the  West  will  de- 
press prices  at  Chicago.  Packers  and  slaughterers  in  New  England  have  the 
choice  of  buying  local  cattle  or  of  ordering  from  shippers  out  of  Chicago  and 

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related  markets.  The  cost  of  shipping  Hve  weight  cattle  from  Chicago  to 
Boston  is  about  $2  per  100  lbs.  Therefore,  as  prices  at  Chicago  rise  or  fall, 
the  bidding  price  for  similar  grades  of  local  cattle  will  tend  to  follow  suit. 
Recent  heavy  shipments  of  under-finished  cattle  from  the  western  states 
lowered  the  prices  on  utility  and  canner  beef  at  Chicago.  This  was  soon  re- 
flected in  the  prices  dealers  offered  farmers  in  New  England  even  though 
there  was  no  apparent  change  in  local  supply.  Extraordinary  supply  condi- 
tions on  local  markets  may  depress  local  prices  without  a  similar  decline  in 
western  prices.  Western  buyers,  however,  are  less  likely  to  buy  eastern 
cattle,  although  they  may  if  the  price  spread  continues  for  any  length  of 
time. 

An  illustration  of  the  close  relationship  between  Chicago  and  Brighton 
prices  for  cutter-  and  canner-grade  of  cattle  is  given  in  Figure  5  for  the 
period  July  1,  1952,  to  Dec.  31,  1953. 

The  Brighton  Market 

The  major  market  for  cattle,  hogs,  and  sheep  in  northern  New  England 
is  at  Brighton,  near  Boston.  Established  around  1830,  the  Brighton  market 
was  once  the  major  price  determining  point  in  New  England.  Market  re- 
ports are  issued  weekly  and  provide  up-state  producers  and  dealers  with  a 
guide  as  to  what  prices  can  be  expected  the  following  week.  This  takes  no 
account  of  price  fluctuations  during  the  week  and  is  at  best  a  somewhat  in- 
adequate measure  for  current  transactions  or  expected  prices.  About  80  per- 
cent of  the  sales  on  the  market  are  by  commission  men  or  commission 
houses  so  that  the  risk  of  price  changes  is  carried  b}^  dealers  who  buy  cattle 
from  farmers  or  by  farmers  themselves  if  they  have  consigned  direct.  The 
buyers  at  Brighton  are  packer  representatives,  jobbers,  and  a  few  small 
slaughterers. 

The  Brighton  price  is  the  major  published  sale  price  for  livestock  in 
New  England  and  as  such  is  widely  used  as  a  guide  by  dealers  in  New 
Hampshire.  Supplementary  news  of  Chicago  prices  is  provided  by  the  radio 
and  by  Boston  newspapers.  This  is  available  to  producers  and  dealers  alike 
and  should  allow  for  competitive  buying  and  selling.  Most  dealers  use  a 
combination  of  Chicago  and  Brighton  prices  when  buying  and  selling. 

Dealers  aim  at  a  flat-rate  spread  between  the  expected  selling  price  and 
the  farm  price  aid  of  about  $10  per  cow,  $3  per  calf,  $5  per  hog,  and 
$2.50  per  sheep  to  cover  transportation  or  holding  for  sale.  This  spread  will 
be  increased  whenever  it  is  possible  to  bargain  for  a  lower  farm  price  or  the 
market  price  takes  an  unexpected  up-turn.  For  this  reason  dealers  are  no 
doubt  more  conscious  of  price  trends  and  probable  future  market  prices  than 
dairy  farmers  selling  cull  cows  and  calves.  Dealer  incomes  depend  on  the 
accuracy  with  which  they  estimate  the  selling  price,  particularly  if  they  pay 
cash  at  the  farm.  If  they  sell  on  a  commission  basis,  a  percentage  of  sale 
price  is  guaranteed.  The  commission  rates  charged  after  delivery  to  the 
Brighton  market  are  $1.30  for  cows  and  $.55  for  calves,  hogs,  and  sheep 
per  head. 

Bargaining  Position  of  Producers 

The  choice  of  markets  for  an  individual  farmer  in  New  Hampshire  who 
has  slaughter  cattle  or  replacement  stock  for  sale  is  limited.  If  there  is  more 
than  one  dealer  buying  in  his  territory  he  may  compare  bids.  The  newspaper 
or  radio  will  tell  him  the  price  at  a  central  market.  If  he  is  anxious  to  sell 

14 


CUTTER. 


RANGE 
MONnAY    QllpTATlhN;^- 


i:anner~price: 


FIG    5 


JULY 


OH1CA(50    ASJD    ERIGH 
I,  1952    t6    PE:.   31, 


XW 


mRK 


J9S2l 


TS" 


and  buyers  are  limited,  his  bargaining  power  is  weaker  than  if  he  could 
choose  his  time  and  price.  When  the  price  of  beef  or  milk  is  increasing  or  is 
expected  to  increase,  dealers  become  more  active  and  farmers  are  in  a  more 
favorable  bargaining  position  than  in  periods  of  falling  prices  when  the  risk 
of  loss  by  dealers  is  increased.  This  is  the  position  of  most  dairymen  in  New 
Hampshire.  Specialized  beef  producers  or  purebred  owners  can  be  more  se- 
lective in  their  selling.  If  they  own  a  truck,  direct  sales  to  other  farmers 
will  eliminate  the  dealer.  This  type  of  sale  for  replacement  cattle  is  generally 
limited  to  the  vicinity  of  the  farm.  Contacts  through  the  herd  association 
will  provide  a  greater  selection  of  markets  for  purebred  cattle.  Commercial 
hog  markets  are  limited  to  packers  or  local  butchers,  and  lambs  are  largely 
sold  direct  to  consumers  or  butchers. 

Buyers  of  replacement  cattle  for  Southern  New  England  dairy  herds 
can  frequently  offer  attractive  prices  for  dairy  cows  in  .  Northern  New 
Hampshire  where  the  price  of  milk  is  somewhat  less  than  it  is  in  Connecticut 
or  Massachusetts.  This  practice  may  remove  the  better  cows  from  herds  and 
leave  the  dairymen  with  the  low  producers  for  local  milk  production. 


Conclusion 

The  major  sales  of  livestock  in  New  Hampshire  are  dairy  herd 
cull  cows  for  slaughter,  and  dairy  herd  replacement  cattle.  There  is  a  con- 
siderable amount  of  custom  slaughtering  of  hogs,  but  the  majority  of  meat 
consumed  in  the  state  is  produced  in  the  West  and  Midwest.  There  is  no 
uniform  state  inspection  law  for  slaughter  operations,  and  conditions  vary 

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between  towns,  from  little  or  no  controls  to  rigid  controls.  Uniform  laws 
would  reduce  impediments  to  the  transfer  of  operations  from  one  town  to 
another  as  supply  or  other  conditions  warranted  and  would  facilitate  State 
inspection  of  operations  for  the  protection  of  consumers'  health. 

Dealers  buy  cattle,  hogs,  and  sheep  from  farmers  for  sale  on  the 
Brighton  market,  or  to  local  packers  or  butchers.  There  are  ten  commercial 
packers  in  the  state  who  slaughter  local  cattle  supplemented  by  inshipments 
of  live  or  dressed  western  beef.  The  choice  available  to  dealers  of  selling 
locally  or  to  Brighton  means  the  quoted  Brighton  price  and  the  sale  price 
in  the  state  are  closely  related.  The  shipment  of  western  livestock  to  New 
England  forces  the  Brighton  price  into  line  with  the  Chicago  price.  There- 
fore, prices  paid  to  farmers  in  New  England  follow  the  ups  and  downs  of 
the  Chicago  market  and  provide  guides  to  any  expansion  of  the  livestock 
industry  in  New  Hampshire. 

There  are  many  dealers  with  licenses  to  buy  in  New  Hampshire  but 
only  a  small  proportion  are  buying  steadily.  The  majority  of  dealers  pay 
cash  at  the  farm  and  assume  the  risk  of  price  changes.  They  allow  them- 
selves a  margin  to  cover  costs  and  profits.  Some  few  dealers  buy  on  com- 
mission, which  shifts  the  risk  of  price  changes  to  the  farmer.  If  all  sales 
were  made  on  a  commission  basis,  the  probability  of  extraordinary  profits 
by  dealers  would  be  eliminated  and  farmers  would  receive  prices  paid  at 
Brighton  or  the  local  market  less  an  established  commission  charge.  Benefits 
from  unexpected  price  increases,  however,  would  be  balanced  by  losses  from 
unexpected  price  declines. 

Prices  quoted  in  the  New  Hampshire  Weekly  Market  Bulletin  are 
Brighton  prices  of  the  previous  Monday.  Subsequent  changes  in  price 
during  the  week  are  not  reflected  in  this  quotation  and  are  available  only 
from  radio  or  newspaper  news  of  the  Chicago  market. 

The  limited  markets  available  to  farmers  reduces  their  bargaining  abil- 
ity in  individual  sales,  but  competition  between  New  Hampshire  packers 
and  the  Brighton  market  tends  to  keep  dealer  margins  at  uniform  rates. 
During  periods  of  raising  prices  the  possibility  of  higher  dealer  spreads  is 
increased.  Dairy  herd  replacement  cattle  are  sold  to  other  farmers  or  to 
dealers  for  these  transactions.  There  is  no  central  market  at  which  prices 
are  established  and  there  is  no  quoted  price  by  which  sales  can  be  made. 
Therefore,  the  farm  price  will  vary  between  dealers  and  the  bargaining 
power  of  dairymen.  The  general  price  level  will  be  influenced  by  the  price  of 
milk  and  the  price  of  beef,  but  considerable  leeway  for  price  concessions  or 
gains  exists.  In  the  majority  of  sales,  there  is  no  record  of  the  cows'  an- 
cestors or  production  potential  to  accompany  the  asking  price. 

The  predominance  of  meat  and  livestock  shipments  into  New  England 
from  western  sources  limits  the  extent  to  which  livestock  sales  either  for 
slaughter  or  for  dairy  herd  replacement  can  become  more  profitable.  Within 
this  national  price  framework,  certain  economies  of  assembly  by  consolida- 
tion of  loads  might  be  possible,  or  producers  might  organize  into  a  bar- 
gaining cooperative  to  protect  individual  farmers  not  familiar  with  market 
price  changes  and  to  protect  buyers  against  diseased  and  low  producers. 

The  competitive  nature  of  the  industry,  however,  relates  prices  in  New 
England  to  prices  in  other  livestock  producing  areas.  Prevention  of  price 
fluctuations,  or  short-run  price  declines  not  justified  by  long-run  market 
demand  and  supply  for  meat,  therefore,  are  national  problems  and  are  best 
solved  at  that  level. 

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