1508 Depaktment of Agriculture 



buyer what the buyer is thinking, so as to be able to meet any 

 objections or questions he may bring forth. This ability in a sales- 

 man gives him gTeat advantage, since he can judge how to present 

 his case in the most taking manner to the particular individual 

 with whom he is talking. There is a difference between selling 

 honey and giving it away. I know of producers who are canning 

 their honey and putting it on the market in such a way that it is 

 not bringing them to exceed seven cents per pound and that to 

 the retail trade. I suppose these people have never figured what 

 they were really getting for their money. This same honey would 

 have been taken by the jobbing trade at seven and one-half cents 

 in large lots and save the producer all his time and trouble. 



This class of beekeepers would be doing the craft a kindness as 

 well as themselves to sell to the jobber, because transacting business 

 in this way is demoralizing to the trade and has a tendency to 

 lower prices, which should be avoided. The price of honey can not 

 be raised but let us see that it goes no lower. 



Then there is a class who are salesmen. I have personally 

 known several of these who dispose of their crop by peddling to 

 the farmers. Why the farmer ? Because as a rule the farmer buys 

 a quantity at a time, — ten, fifteen or twenty pounds, while the 

 village or city family would want to buy only a pound, pint or 

 quart. It takes just as long to sell the small quantity to the 

 villager as the larger to the farmer, also the city and village always 

 have honey in sight, while the farmer buys because his attention 

 is called to it. 



The groceryman is harder to sell to because he has several 

 avenues open to him from which he can get honey. If he does not 

 like you or your goods he will quickly let you know such is the 

 case. However, if you are not a good salesman or have other 

 remunerative work, the groceiyman is the natural channel for dis- 

 posing of your honey crop. 



In conclusion, I would urge beekeepers to look at the selling of 

 his crop in a business way. Dismiss all enmity for your neighbor 

 beekeeper. Such enmity has prompted many to cut prices year 

 after year until the local trade is ruined or demoralized to a point 

 where there is no profit in it. If you bottle your honey, figure 

 your time worth something and add it to the jobbing price along 



