436 MINNESOTA STATE HORTICULTURAL SOCIETY. 



that I am only a novice. The question may be asked, why did Mr. 

 White come here all the way from Chicago to speak upon this sub- 

 ject? I will tell you what he came for. This morning I went to 

 the post office, and I took out of the box a periodical called "Agri- 

 cultural Advertising," published by the Frank B. White Company, 

 Chicago. He believes in advertising, and it is because he has done 

 this he is able to tell- the facts, and he has come here to tell us some 

 things we ought to know. I remember some years ago some doctors 

 commg together and talking about scarlet fever. They talked about 

 the sequels of scarlet fever. I did not know what that meant at 

 the time, but I found afterward that it meant what comes after 

 scarlet fever. That is just vvhat is going to happen in the case of 

 advertising. The people who advertise are going to have sequels, 

 they are going to get results. Mr. White is a man who knows the 

 value of advertising. We advertise because we want everybody to 

 know about us. That is where brother White comes in. 



Mr. Oliver Gibbs : There are other means of advertising. A 

 few years ago over in Wisconsin I helped to organize a horticultural 

 society, and the largest strawberry grower in the town would not 

 go in for some reason. He could not dispose of all of his berries 

 m the little town in which he lived, and he asked me what he should 

 do to get rid of his surplus. I gave him the name of a commission 

 merchant who had taken pains to become acquainted with us, and 

 1 told him to send him a sample crate and told him also to write 

 him and tell him how many crates he could supply him. A few days 

 later I met him again and asked him how he came out, and he said 

 the commission man was going to take all he could spare and was 

 paying him two cents a quart more than he could get in his own 

 town above expenses. That is one way of advertising, and I could 

 mention several others. 



Mr. R. H. L. Jewett : I would like to emphasize some of the 

 ideas advanced by Mr. White from my own experience. A few 

 years ago when my boys and myself started into fruit growing we 

 advertised in the local paper — and I want to refer especially to what 

 he said about setting your own price for what you have to sell. We 

 notified the public that our berries would be on sale at two places in 

 the town. We kept our prices through the season, advertising as a 

 protection for our berries. We put a little slip of paper across the 

 top of each box, and that in itself we found was one of the best 

 advertisements. The result was we had no difficulty in getting rid 

 in our home market of our fruit, and only sent to the city some 

 surplus. The surplus was sent to the market prepared in the way 

 suggested in the paper, and we received for several thousand quarts 

 sent to the city twelve cents net delivered at our station of Faribault. 

 I would like to have my farm covered with strawberries if they 

 could all be sold at that price. 



There was another suggestion I would speak of, that is the prepa- 

 ration of the fruit in the boxes. Have everything done nicely. I 

 quite recently heard a lady in the city make a poetical quotation to 

 the effect that the millennium was coming when we should find the 

 bottom of the barrel equal to the top. She said if all the fruit was 



