450 ANNUAL REPORT OF THE Off. Doc. 



SELLING THE BUTTER. 



Now for the selling. It makes me tired to bear farmers say there 

 is no sale for their produce, when thej don't even let any one know 

 that they have some commodities for sale. Last summer I visited 



neighbor S . I noticed he had a few trees of summer rambo 



apples as fine as they grow, going to waste. I asked him why he 

 did not sell them. ^'No one wants them," he replied. I told him 

 such apples w'ere in big demand in York at more than one dollar 

 per bushel. "Well, John," he said, speaking to his son^ "I guess you 

 will have to take them dow^n and sell them, and you can have half 

 the money." So John put the apjjles nicely on straw in the wagon 

 box and covered them all up with blankets and started to York 

 to sell the apples. He drove up tow-n about a mile, those apples 

 nicely covered up all the time, expecting no doubt that some tele- 

 pathist or mind-reader would divine what he had, come out on the 

 street, stop him and buy apples, but he was not so fortunate. By 

 mere accident, a grocer discovered that he had apples, and on sight 

 bought them all at about half what he could have sold them for had 

 he only left people know that he had apples for sale. Think of a 

 merchant closing all his show windows, taking down his. sign and 

 absolutely stop all advertising, how^ much business do you suppose 

 he would do? Make as good butter as the best and then let no one 

 know that you have any butter, where would you expect to find sale 

 for it. 



The whole story is advertise. Speak about your good butter and 

 don't be so modest. Get circulars printed explaining the superiority 

 of your product, and the thought and work you apply to it to make 

 it thus superior. Advertise in the newspapers. Canvass your 

 goods, if you please. Do anything to make a noise about it, so 

 buyers will know what you have for sale. Persist along this line 

 a little while and you will be surprised to see how many people will 

 think your butter absolutely necessary to their existence and the 

 demand will soon be greater than the supply, then you will be in a 

 position to dictate terms. But keep on advertising, making a noise; 

 people like to hear a noise about the things they swear by. But 

 whatever you do, make such good butter that it is a standing ad- 

 vertisement in itself. 



MR. HALL: 1 am a dairyman, and 1 want to say that is a good 

 paper, and if we all follow those rules and regulations in the manu- 

 facture of butter it would beat all the lawful restrictions for the 

 manufacture and sale of oleomargarine. 



The CHAIRMAN: The next topic on the program is: 

 "Feed, Breed and Care of the Dairy Animal," by Rev. J. 1). Detiich. 

 of Flourtown, Pa.; but in his absence we will have a paper that we 



