Marketing 185 



The card is shown below : 



These berries are grown by 



A STRAWBERRY SPECIALIST 



You can secure a fresh supply every 



day by bujdng those grown by 



ELMER G. TUFTS 



Aurora Indiana. 



If part of the crop is sold to consumers at the farm, the 

 price should be the same as that charged by the town 

 dealers. Some growers provide the retailers with inex- 

 pensive wire box carriers, each holding two boxes, so that 

 the buyer can take them home easily. 



House-to-house selling. 



Special conditions are necessary for success in selling 

 direct to consumers. Rarely is it practicable when more 

 than two acres are grown. There are a number of ad- 

 vantages. The grower secures the retailers' profit and 

 saves part of the expense of baskets and crates. The 

 berries reach the consumer quicker and in better condition. 

 On the other hand, direct sales involve much additional 

 labor; some other part of the work may be slighted, 

 especially the packing, and there are sure to be some bad 

 accounts. 



Some of the essentials to success in house-to-house sell- 

 ing have been stated by R. M. Kellogg : "Have a beau- 

 tifully painted wagon, a shiny black horse and heavy, 

 brass-trimmed harness, kept polished like gold. Have a 

 four-page circular printed in two colors describing what 

 will be offered ; hand this circular to every lady in the 



