122 



FOURTEENTH ANNUAL REPORT OF THE; 



liquid honey as I do for comb honey, 

 exactly. I make no difference in price. 



The -vvorst adulterators in this coun- 

 try — on honey — are bee-keepers, by 

 adulterating the price; that is the worst 

 kind of adulteration. I sell to neigh- 

 bors who can buy honey for ten cents 

 a pound, and I have never for the last 

 five years gotten less than $.24 a pound 

 for liquid and for comb honey; for the 

 last five years I have made no dif- 

 ference in price from one year's end to 

 the other, and I sell to neighbors who 

 can buy honey for ten cents, but they 

 have confidence in my honey because I 

 ask a decent price for it. 



I would like to say this: I have . 

 talked with a great many bee-keepers 

 over the state of Indiana in regard to 

 the price of honey. There is only one 

 way you get twenty or twenty-five 

 cents a pound for honey, and that is, to 

 ask it. Don't get weak-kneed — but 

 ask the price and stick to it. 



I have a man who sells honey in a 

 neighborhood where one man sells it at 

 10 lbs. for $1.25 and he is making a 

 commission on it. 



I would like to know if anybody here 

 does their Individual advertising, out- 

 side of Mr. Dadant? I would like to 

 know what they do. 



Mr. Bruner — Mr. Bull does it "pretty 

 broadly. The best sort of advertising 

 is the personal appeal. Get up in front 

 of a man and tell him the truth. There 

 are those who cannot do personal work; 

 there are other means of advertising. 

 That is the best way I know of to sell 

 goods. There are exceptions. When 

 you have something that ought to ap- 

 peal to every person down the street, 

 that is the best way to get at it. Ad- 

 vertising costs money. We are talking 

 about advertising. I don't know of 

 any possible way of getting bee-keepers 

 together on a co-operative advertising 

 scheme; I doubt if it would be feasible 

 because of the variation in the supply. 

 The orange people have the same thing 

 to contend with but they make their 

 sales accordingly. 



Your advertising campaign for honey 

 has to be laid out in advance. You 

 have to put up your money for a co- 

 operative campaign in advance, and 

 you want to know whether you have 

 honey to sell. 



Concerns like the American Bee 

 Journal might possibly help us in get- 

 ting up some practical advertising 

 literature for use in our local papers. 



booklets, circulars and so on, and that 

 is the nearest it seems to me we will 

 ever come to co-operative advertising 

 on this proposition. 



Different parts of the country have 

 different crops coming on at different 

 seasons. The trade requires honey for 

 different purposes. ' 



The legitimate object of all advertis- 

 ing is educational. The best advertis- 

 ing that is being run in the newspapers 

 is merely a matter of education. 



The gentleman a while ago compared 

 the sale of sewing machines with that 

 of honey, and said the people did not 

 use honey, but they could be sold a 

 Singer Sewing Machine; that one was 

 put in nearly every home, either a 

 "Singer" or some sewing machine. And 

 why? The party buying the sewing 

 machine knows how to use it and gets 

 satisfaction out of it. 



The American people as a rule think 

 of honey as something to put on the 

 table to eat. The reason the European 

 people buy honey, and the reason we 

 do n^t sell honey in the same quanti- 

 ties that they do, is because they use it 

 for cooking. It is not put on the table 

 so much as it is used for cooking. 



American people do not know about 

 honey; they do not know the uses to 

 which honey may be put- 



An advertising campaign, if it is un- 

 dertaken, should be undertaken to edu- 

 cate the people as to the use of honey; 

 tell them what honey is for and the 

 different uses to which honey may be 

 applied. 



I know of a man who went into a 

 certain territory to sell honey; the 

 people asked him what it was for; they 

 had never seen it on the' table any- 

 where; they actually did not know 

 what honey might be treed for. The 

 majority of people in America do not 

 know to what use honey may be put. 



The booklet that was gotten out by 

 one of the supply houses was a very 

 good thing, but the price of it was pro- 

 hibitive. Something of that sort ought 

 to be gotten out. 



If the individual bee-keeper would 

 start a campaign of educating the 

 people to the use of honey, the result 

 in the sale of honey might not be felt 

 this year but it would build up a de- 

 mand that would be felt next year. If 

 people knew that they could use it in 

 making cake and use it in tea instead 

 of sugar, or in the many ways that it 

 can be used you will create^a demand 



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