THE BEE-KEEPERS' REVIEW 



217 



wliitc lioiit-y is Cdiiccrncd. W'liat may 

 develop from the tall tlow is yet to be 

 seen. 



Don't hold your honey. Ask a good 

 price, and then hustle to sell. Prices 

 nearly always tumble near the holidays. 

 Buyers now want your honey, and now 

 is the time to sell. Josh Billings says, 

 "The time to set a hen is when the hen 

 wants to set.'' 



Thank You! 



You don't know how I appreciate the 

 many kind and encouraging letters which 

 I have received since mailing the June- 

 July issue of the Review. Letters have 

 come not only from my acquaintances 

 and friends, but from entire strangers. 

 Those letters rang true, and showed an 

 honest appreciation of my efforts in get- 

 ting out the June-July issue. 



The attitude of the American Bee 

 Journal and Gleanings in Bee Culture is 

 also highly commendable. Both have 

 given me every encouragement, and 

 have stood ready to assist in every way 

 possible. Not only have they given me 



liberal press notices, but their private 

 letters have been full of good words. 



The subscribers, too, are responding 

 nicely with renewals. This brings help 

 of a financial nature at a time when it is 

 most needed. With these remittances is 

 often an encouraging word. All of this 

 tends to spur me on to do my best, and 

 I trust I may be able to fulfill your high- 

 est expectations. Again I say, thank 



Price Cutting. 



One of the prominent symptoms of 

 poor salesmanship is "price cutting." It 

 is generally the first thing the inexperi- 

 enced salesman does to meet competi- 

 tion, or spur sales. It is the last thing 

 he should do. 



Sheldon says, "Salesmanship is the 

 power to persuade people to purchase at 

 a profit that which you have for sale." 

 It doesn't mean to sell below cost. It 

 doesn't mean that your selling point 

 should be "price" at all. It does mean 

 that you should sell the quality of your 

 goods. 



The Famous Roosevelt Dam, Salt River Valley.— See Editorial. 



