If a product be shipped that is materially below the specific gravity stipulated, the manufacturer will of course be docked and the loss will be considerable. On the other hand, the specific gravity should not be materially above the specifications. The buyer, who is usually a manufacturer of ketchup, desires the pulp of the specific gravity stipulated, and a higher degree of concentration is therefore not a mark of superiority in pulp intended for that purpose. Moreover, material increase in concentration above the specifications of the purchaser causes considerable loss by reason of reduced volume. For instance, 100 gallons of pulp with a specific gravity of 1.036 are equivalent to 103 gallons of a pulp with a specific gravity of 1.035. Again, 100 gallons of pulp with a specific gravity of 1.040 are equivalent to 114.7 gallons of pulp with a specific gravity of 1.035. When these figures are considered with reference to the entire output of the season, it is apparent that the determination of the specific gravity of the final product is of considerable importance, and will warrant care and, if necessary, the employment of a man who is competent to do the work accurately. This is well illustrated by an experience of one of the large pulp makers, who was selling pulp under specification of 1.035 specific gravity. Owing partly to an error in his specific gravity apparatus, he was actually turning out pulp of a specific gravity varying from 1.040 to 1.050. In other words, each 100 cases of pulp he delivered were equivalent to from 115 to 126 cases of pulp of 1.035 specific gravity. While this manufacturer was using the greater part of the pulp himself, he had contracted to sell a considerable amount of it, and all that was supplied before the error was noticed was sold at a loss, whereas after the error was discovered he supplied pulp well above the specifications of the buyer at a substantial profit. Even then his profit was not what it should have been. His output would have been 10 per cent greater than it was if the specific gravity of his product had just complied with his specifications. Another manufacturer who sold his pulp under the specification of 1.035 specific gravity, received a complaint from one of the largest buyers of pulp in the country that the specific gravity was low. The manufacturer then examined samples, which he had retained in his possession, of the various runs, using the method described on page 41, under the head of “Specific gravity of cold pulp without centrifuging.” Seventeen samples in all were examined, and he obtained an average specific gravity of 1.0276. The purchaser had reported a specific gravity of 1.0315–.0039 higher than that obtained by the maker. The manufacturer then brought duplicate samples to this laboratory and the specific gravity was determined in all of them by the method described on page 34, “After centrifuging to eliminate air bubbles.”