474 TWENTY-SECOND ANNUAL YEAR BOOK— PART VI 



These were the two factors we had to deal with before un- 

 dertaking this proposition of placing our State Brand in Sioux 

 City. 



There was only one thing to do and that was to create a 

 demand for our butter and this had to be done by advertising. 



We decided to start a parcel post business and in this way 

 get in touch with the consumers who were looking for a good 

 quality of butter. We ran a large display ad twice a week with 

 the State Butter mark in the daily papers. After a short time 

 we cut the ad to a small one with a small cut of the butter-mark, 

 and made the price for three days on each ad. We worked up 

 quite a business in this way, not only in Sioux City, but from 

 other towns in this state, and other states as well. 



After a month or so we began to think about getting some 

 one to take over this sale and work it through the best grocer- 

 ies. We managed to get in touch with a good man in the city 

 that had been in the grocery business for some time, but had 

 sold out his business, and he took over exclusive sale on this 

 butter. 



When this man went to call on the stores it was almost im- 

 possible to get the merchant to listen to his butter story, as 

 they already handled three brands and some of them more. So 

 nothing could be accomplished in this way. We made up our 

 mind to put on another advertising campaign — one that would 

 take effect at once. This we did by hiring some women demon- 

 strators who would make a house to house canvass taking small 

 samples of butter about an inch square and one-fourth inch 

 thick, or a little less, put up in a small waxed paper sack. These 

 were given to the lady of the house with some literature per- 

 taining to ''State Brand Butter." We had four girls for a 

 number of days to do this work. At the same time orders were 

 taken for one or more pounds for a trial order to be delivered 

 by the grocery with whom they did their trading. This work- 

 ed out very well, and in the evening these orders were sorted 

 out and when 10 or more pounds were sold through any of the 

 stores our man would deliver this amount the next day to the 

 grocery store for delivery. In this way we had the merchant 

 where he could not very well refuse, because his customers de- 

 manded this butter from him. Some stores ran up to 30 pounds 

 during the day's campaign. In this way we reached better than 

 one hundred stores and meat markets. However, we have sift- 



