218 



THE BEE-KEEPERS' REVIEW 



What do you do, Mr. Bee-keeper, 

 when your competitor lowers his price 

 on honey? Do you go and do likewise? 

 Do you get mad? Do you insult your 

 prospective buyer by telling him "to go 

 and buy of the other fellow, then?" Or 

 do you do like our good friend. M. M. 

 Baldrige, of St. Charles, 111., who, when 

 his customers tell him that they can buy 

 honey in the stores at a price way below 

 what he is asking, replies quietly, "Well, 

 possibly that is all that honey is w^orth." 

 Do you see the point? Mr. Baldrige 

 sells on quality. He keeps his customer 

 thinking about the quality, and not the 

 price. People will pay for quality, if 

 you can convince them that you have it. 

 When Mr. Baldrige says, "Possibly that 

 is all it is worth," he raises a question 

 in his customer's mind regarding the 

 quality of the low-priced honey. 



What are you selling, anyway, Mr. 

 Bee-keeper, price or honey? Then talk 

 honej-, not price. If you have a good 

 article, and can't sell it at a profit, you're 

 not a salesman. 



Michigan Loses Another Prominent 

 Bee-Keeper. 



Word is just received of the death of 

 Hon. Geo. E. Hilton, Fremont, Mich. 

 Mr. Hilton had been sick for some time, 

 and just before his death he went to 

 Chicago to consult a specialist, who 

 told him to return home at once. While 

 I have not had particulars, I understand 

 he died the same day he arrived home. 



Mr. Hilton had been prominent in 

 bee-keeping for years. He was always 

 an active member at the state conven- 

 tions, and last spring, although ill at 

 the time, was a tireless worker in the 

 interests of the foul brood law, which 

 passed both houses, but failed to get 

 the Governor's signature. 



He was also a prominent member of 

 the National Bee-Keepers' Association, 

 holding at one time the office of Presi- 

 dent. He will be missed from both 



Associations, as well as from the bee- 

 keeping fraternity in general. 



Our sympathy goes out to the be- 

 reaved family. 



You'll Appreciate This, 



There are a good many young men 

 holding salaried positions who would 

 like to go into business for themselves, 

 but are afraid to let go of the "sure 

 thing." While I am not in sympathy with 

 '■prize fighting," yet, having left a sala- 

 ried position to take up the work of pub- 

 lishing the Review,, I couldn't help but 

 appreciate the following clipping, sent 

 me b}' my sister : 



James J. Corbett found one of his 

 friends in the throes of thought the oth- 

 er day. The friend was contemplating 

 giving up a fat salaried position to take 

 an independent chance. Whenever he 

 thought of the profits ahead if he made 

 good as a business man, he glowed like 

 an oil lamp. Whenever he thought of 

 resigning that sure envelope at the end 

 of the week he became solid ice to the 

 midriff. 



"When I first began boxing in Cali- 

 fornia," said Corbett, "my father used to 

 lecture me. 'Stick to the job in the bank, 

 Jimmie, b'y,' said he. 'It's the fine salary 

 you do be getting there, and as long as 

 you live you can kape that fine job at 

 the desk. Remember, " 'a rolling stone 

 gathers no moss." ' 



"But I kept on fighting," Corbett said. 

 "And father kept on panning me. Final- 

 ly I fought with John L. Sullivan, and 

 you know what happened. When I got 

 home I carelessly peeled a thousand dol- 

 lar bill off a roll as big as a cabbage and 

 tossed it over to dad. 



" 'Just a little pipe money for you, 

 father,' I said. 'Part of what I made in 

 my last fight.' Father's grin began at 

 the corners and kept on expanding. His 

 eyes twinkled. 



" 'Ah, Jimmie, b'y,' said he, 'it's the 

 roving bee that gets the honey.' " — Cin- 

 cinnati Times-Star. 



