The sale and distribution of large quantities of refined sugar is a serious problem and just as important as the production and the refining of the raw product. Competition is so keen, and the questions involved so complex, that the sale of the product really results in commercial warfare. To dispose of the output of a large plant successfully requires great intelligence, a broad grasp of business principles, strict honor and integrity, and prompt, decisive action in times of fluctuating markets. Sales managers of the sugar-refining companies of the United States command high salaries, for the success of the business depends to no small extent upon their ability and judgment. Their knowledge of human nature must be broad and sound and it is tested to the utmost in their selection of assistants and brokers, for representatives always reflect the ideals, principles and methods of the parent authority. The selling of sugar by the refiner direct to the consumer has not been found practicable, as an organization complete enough to keep in touch with consumers in every city, town and village of the country would be so top-heavy and costly to maintain that the price of the commodity to the consumer would be needlessly increased. As matters stand, people living in the frozen valleys of Alaska, in the scarcely accessible regions of the Rocky mountains and in the lumber and mining settlements of the West, many miles from railroads, can obtain their supply of sugar with almost the same facility as the residents of New York or San Francisco. A system of distribution that makes this possible leaves little to be desired, and a word or two concerning it will be timely at this point. Sugar is sold by the refiner to the wholesale grocer through the medium of the refinery’s broker. From the wholesaler it goes to the retailer, who in turn delivers it to the consumer. Brokers are important factors in distribution. In every large city and consuming center, each refinery is represented by its own brokers, who keep in constant touch with all the wholesale grocers and manufacturers of their district. A thorough knowledge of men and methods, sound business principles, diplomatic talents of no mean order and the capacity to act rapidly, but coolly, in business crises are found combined in the successful broker. He occupies a position between the seller and buyer, and it is just as much his prime duty to see that in all transactions full justice is accorded to both as it is to sell the sugar.