SiKPTEMBKR l.'^. 1915 



759 



noon wilh my sainj>lo of exiractcd honey 

 and a supply of liand-whitlled toothpicks 

 for individual sampling'. 1 purposely chose 

 a section of the town where 1 was little 

 known, so that my success or failure would 

 be on the merit of the honey as sampled or 

 on the method of presentation. 



Success was beyond expertaliun, and 1 

 jctnnied triumphant to relate my exjieri- 

 ence and itlan a new canijiaign for the 

 hiorrow. 



Increased duties ha\e taken me from this 

 work which T enjoyed, and which I have 

 found had a lasting result in that the local 

 sloies sought my honey as people demand^'d 

 the "Howard Honey." Previous to my 

 canvass the storekeepers were reluctant to 

 stock my honey, saying they had but a 

 '' limited demand," etc. It seems a business 

 law that a dealer will )iot stock an un- 

 known commodity; but when a demand is 

 created by the customers expressing a pref- 

 erence, the dealer, if progressive, will sui)- 

 ply it. In the language of rhe pharmaceu- 

 lical manufacturers, " I have detailed (he 

 doctors." This, as earned out by the man- 

 ufacturers, is to have traveling men call 

 upon the doctors and leave samples of their 

 jtroparation and extol their virtue and pos- 

 sibilities. 



It is a common experience to ha\ e 

 strangers call at the door and ask for 

 honey, stating that their doctor recommend- 

 ed it for a cough or other bronchial af^'ec- 

 tion, and had suggested or recommended 

 that he could get pure honey at tlie bee- 

 camp. 



Duplicate orders are a large factor in my 

 business, and I always consider my first 

 order as introductory, and m.ention to I lie 

 transient customer that I will fill all repeat 

 orders with the same quality of honey, and 

 by parcel post if desired. My experience is 

 that price is a secondary consideration if 

 the honey is clear, packaged neatly, and 

 securely sealed. Under these conditions le- 

 peat orders are assured. 



The container I ha\'e adopted is the regu- 

 lar lightning glasa jar which appeals to 

 the housewife as of value after the contents 

 are used. 



If near a thoroughfare, place a sign in a 

 riinspicuous place announcing " jnire honey 

 for sale," and you may be sure of sale. 



esji('(i:illy if colonies of bees are in evidence. 

 It is no uiuisual sight to see two or more 

 automobiles at my gate, as 1 live on a much- 

 traveled highway, and much of my trade is 

 fiom a distance. 



Another way of creating or stimulating 

 the demand is by the distribution of leaflets 

 which give recipes for the use of honey in 

 cooking and medicine. These may be pro- 

 cuied with \'our name and address for a 

 nominal sum. 



Always label your honey as of first qual- 

 ity, also with directions for keeping it if 

 not for immediate consumption. 



If your motto is " Quality and Absolule 

 Purity," you need not question your futuie 

 sales, but can feel assui'ed that success will 

 reward your efforts. 



THF, V.\T,IUO OK BEES IN FERTILIZING SQUASM 

 BI,OSSOMS. 



Replying to your inquiry as to the value 

 of bees to my squash and small fruits, I 

 >vould say they are of the utmost impoi- 

 tance, and they have been a great factor in 

 my success in growing squashes. The (' "- 

 velopment of a small orchard and fruit- 

 growing is secondary to raj' bee interesls; 

 and while the trees and bushes are growing, 

 I utilize the land b}^ planting catch crops 

 and fertilizing or cover sowings. The eight 

 tons of squash shown in the picture were 

 gi'own on five-sixths of an acre, which also 

 carried 115 tAvo-year fruit-trees and GOO 

 one-3'ear currant bushes. 



The squash followed a crop of 54 bushels 

 of Jireen peas, which were harvested before 

 the squash were ready to spread. 



As recorded in Apiarian Bulletin No. 8, 

 Massachusetts Department Agriculture, it 

 was no nncomm:On occurrence to note four 

 to six bees in a squash-blossom at one time, 

 happy and contented. I have also counted 

 28 bees within an hour in one squash-blos- 

 som. The squash crop was the banner one 

 for this section, for the land occupied, aiul 

 was in marked contrast with results at a. 

 distance from my apiary. 



To people who realized in a measure the 

 good Avork performed by tlie bee it was a 

 revelation, and substantiated my oft-repeat- 

 ed statement, "bees as flower fertilizers 

 first, and honey production an after-consid- 

 eration." 



Stoneham, Mass. 



THE VALUE OF SEPARATORS IN COMB -HONEY PRODUCTION 



BY G. W. JOICE 



Allen Tjatham goes after the production 

 of comb honey with separators rather 

 roughly shod, July 1, 1915. Some of his 



slatemenls being so far from "li-uth for 

 this locality," for fear that such an article 

 coining from such a well-known apiarist 



