As very large sums are involved in buying the right hops at the right price, the buyer carries a great deal of responsibility and is well paid. works constantly during the season only, that is from the time immediately after the crop is completed in August until November when the crops is generally sold out. After this time, Mr. Kohn is working on projects which have nothing to do with the firm, such as assisting a farmer in getting a mortgage etc. He is on very good terms with many farmers and when needed, acts even as a marriage counselor.

The local agent has a horse and carriage ready because the roads are much too poor for an automobile.

Finally Mr. Kohn arrives at a farm where hops are for sale. He immediately shows his unusual talent and heads straight for the stable and inquires what the farmer has to sell, perhaps a cow or a pig? A good half hour passes in discussing the cattle market and the farmer who knows Jonathan Kohn as a hops buyer can no longer control himself and asks: "Aren't you buying any hops today?"

This is, of course, what Mr. Kohn has been waiting for. However, he pretends little interest in buying at the present high prices, but admits he might be buying a small quantity if the price is right. The farmer points out what other farmers claim to have received for their crop but Mr. Kohn is well prepared to counter all arguments. After considerable talk he gives up and expresses his regret that he cannot do any business with the farmer at this time. Before closing the door he admonishes the farmer good‐naturedly that he may get stuck with his crop, and will not be able to sell it at all. He mentions that the brewers have too much stock on hand to buy any sizable quantity and that prices cannot help but go down considerably before the month is up. At this moment the agent does his part by vehemently shaking his head in agreement.

Now the producer comes to life and the discussion starts all over again. He wants 125 Marks for his produce and it takes Mr. Kohn a good hour to get the price reduced to 95 Marks which the producer had hoped for since the beginning. They both shake hands and it looks to the layman as if the deal were completed. But Mr. Kohn knows better.

The farmer's wife is entitled to her "pin" money.

This is a very old custom, long before women's lib was heard of and is of course very deeply rooted in the farmer's finances.

Finally an amount is agreed on and there is nothing in the way to keep the hops from starting their way to the dealer for preparation and packing and from there to the brewery, perhaps far overseas in South America or Japan.

The next step is for the agent to "take over" the purchase at the public scale. The farmer receives his pay based on the weight of the hops delivered and now is the time for the principle to come to the foreground: "Let the buyer beware" So the agent must watch carefully that no stones or wood pieces are mixed in with the hops.

At last the farmer receives his pay. This must be in cash, i.e. bank notes. Checks, transfers etc. will only make the farmer suspicious. This creates a problem: Local banks in small towns usually do not have the necessary cash available so the money must be mailed from the office in Nuremberg.