AUGUST 15, I'Jl.-) 



a solicit ing-(ri|) di.^coiiraijed, i'or it seemed 

 to nie that many of my clients actually 

 seemed to ])refei' l?ie adulternted goods, and 

 even on ray best days my margins were ex- 

 ceedingly small. I recall one instance where 

 a druggist greeted me cordially, looked at 

 my sample, and remarked. '' 1 li;i\c a recipe 



for !naking honey just like that; but if you 

 will put something in it to give it a more 

 aml)er color it will look still more like hon- 

 ey." 1 kept back my fighting blood with 

 nmch effort, and later lie became one of my 

 -egnlar jiairons. 

 Indianapolis, Ind. 



AROUSING INTEREST WITH A TRAVELING EXHIBIT 



BV D. W. IIOVPELL 



Finding that T should have a crop suffi- 

 vient to be of interest, and wishing to secure 

 the best jirice for it, I concluded to try 

 .'telling from house to house, and see if 1 

 cordd realize more for my honey. So I hit 

 on a plan of getting the attention of the 

 ladies and chiblren, or any one else who 

 might be interested. 



Taking my bees with me, and sample of 

 h«iney, T started out one bright morning in 

 May. going to a neighbonng town. I stop- 

 ped Hrst at the railroad lunch-stand. The 

 projiriotor was very much pleased with my 

 bees, and bought a can of honey. 1 then 

 went to the dwellina-houses. 



1 sold in these three towns nearly 3500 

 ])Ounds of extracted honey. I have a strong 

 comjietition here in the form of a good 

 nome-raised Georgia cane syrup. Many 

 ])refer this to any honey. The syrup seldom 

 sells above TjO to 60 cents per gallon — far 

 below honey in price. 



Now, if I could do this well in three small 

 towns, and with strong competition, I think 

 it would be an easy matter to sell honey by 

 this plan where there is almost nothing to 

 compete. 



1 use a simple traveling observation cond) 

 in a case simply made. It is easily taken 

 apart to remove the frame of bees and to 

 clean it. The glass can be removed when 

 the top is taken off", and T always make sure 

 that they are clean and bright before I go 

 off with the case of bee?. 



Stoppi)ig at a house I would get the lady 

 of the house to look at the bees and the 

 queen. I would then sIioav her the honey, 

 telling her about the size and weight of the 

 cans, and also getting her to taste of the 

 sample, with one of the small strips of clean 

 .vhite paper 1 carried w-ith me for the pur- 

 pose. In this way I would quite often get 

 an order. I found that I could get 10 to 12 

 cents for good extracted honey sold in this 

 way, when others could not get any more 

 for good comb honey. 



My nearest town each way ijy rail is ten 

 miles. One has a i)Oi)ulation of about 1.500, 

 the other about .3000. My home town has 

 a population of about 1000. By this j>lan 



Tlie tr:ivelii)g-case dissected. 



Th.e la.st days ot October 1 had occasion 

 to \'isit a city of 50.000 inhabitants. I had 

 about 200 pounds of honey left ; so 1 con- 

 cluded to try my ease of bees in a larger 

 town. I had no trouble in disposing of all 

 the honey I had left, and could have sold 

 inoi'e. all in about one day. 



In this place I sold extracted honey at 12 

 cents ])er pound and to all classes of people, 

 and only in the business part of the city. 

 I did not visit a single residence during the 

 day. I found that the ladies were my best 

 customei's; and to try this out fully I went 

 to several drygoods stores where a luimber 

 of ladies weie employed. They were very 

 nmch j)le;used v.ith the bees, and I received 

 more orders for cans of honey than at any 

 other place. 



On this trip 1 carried about one hundred 



