JULY 1, 1911 



443 



General Correspondence 



THE GOODS AND THE GAME 



Why Some Producers Can Not Get a Reasonable 

 Profit ; a Better Package Needed 



BY W, S. SHAFER 



On page G20, Oct. 1, 1912, is an article 

 by R. A. Nusbaum which is very good and 

 right to the point, except that he did not 

 go far enongii. His four points of sales- 

 manslup are well taken. I speak after 

 having had nearly twenty years of experi- 

 ence as a salesman in nearly every phase of 

 the game; but 1 am a "Greener" in the 

 handling of honey. However, I think I 

 have made good when it comes to selling it. 

 1 speak of comb honey in particular. 



The great big point, it seems to me, that 

 Mr. Nusbaum omitted, is the goods. In the 

 first place, a salesman must believe in Jiis 

 (juods if he expects to make a success in 

 selling. A half-hearted salesman is worse 

 than none. Now, let us start with our 

 honey as it is in the super, and follow it 

 through the necessary preparation that is 

 required to make it presentable for market 

 (the manner in which we handle our hon- 

 ey). After it is taken from the super it is 

 carefully graded, following as nearly as we 

 can the incture grading-rules as given in 

 the Beview. Then each section is thorough- 

 ly cleaned, making the section wood as near 

 its original color as we can. Then each is 

 j)laced in an individual container, and four 

 sectioiis are packed in a folding box, and 

 the box closed, making it dust and insect 

 tight. It also makes a very handy and at- 

 tractive package. After doing this we have 

 goods that we can believe in — goods that we 

 know are right and the best on the market, 

 and we are fully justified in asking a price 

 tliat is from five to eight cents per section 

 above the store price for honey, and we get 

 it ; and for the last two years we have been 

 unable to meet tlie demand for our comb 

 honey. 



We will use Mr. Nusbaum's own ammu- 

 nition and try to shoot it harder. If the 

 reader will notice, " gTapenuts," " Meadow 

 Gold butter," etc., are not handled in bulk 

 nor placed in an open box so that flies and 

 dust, which means germs, can accumulate; 

 but, on tlie contrary, are put up in handy- 

 sized packages which are attractive, and 

 each package is sealed so that nothing can 

 get to it. It is sanitary and clean — just 

 what the modern housekeeper is looking- 

 for. Now, why should the producer of 

 comb honey be behind in the method of put- 

 ting up his goods for market? I spent a 

 dav in a'oina' from one broker to anothei' 



examining honey that was shipped to Oma- 

 ha. In not a single case did I find honey 

 that had been what we call cleaned. I also 

 looked at honey in twenty different gro- 

 ceries, and in two places they had honey on 

 display in a showcase, but their surplus 

 was in shipping cases that had been opened 

 and wer3 under the counter. In the other 

 places the honey was in the shipping cases 

 on the counter, open to every thing. Now 

 compare the average honey to the modern 

 food articles in the average grocery. 



Our own e:;perience has been that, if we 

 lake good care in the preparation of our 

 goods for market, we can get from five to 

 eight cents more per section for it. To test 

 out my plan I purchased Iavo cas?s of honey 

 from a broker, and prepared it as we do 

 ours, and had no trouble in getting our reg- 

 ular price of twenty-five cents per section. 

 It cost me fifteen cents per section. 



Some will argue that we can not whole- 

 sale it and get the same proportionate price 

 so as to make the extra labor and expense 

 pay us. We will answer that by giving 

 some of our sales last fall. One large con- 

 cern heard that we had a new way of put- 

 ling up comb honey and wanted to see it. 

 After seeing it he wanted to buy the entire 

 crop; but as we had worked up a retail 

 business that look about all, we could let 

 him have but 500 pounds, for which he paid 

 us 821/2 C'ts. per box of four sections, wliich 

 equals $4.95 per case — a pretty fair whole- 

 sale price. He sold it at $1.00 per box of 

 four sections. 



We also believe in advei-tising. We have 

 prepared a little folder telling about honey, 

 which we distribute from house to house, 

 also taking orders at tlie same time. That 

 is, we did that last year. This year the 

 orders have been coming in so fast that we 

 shall not be able to fill them if they keep 

 up. We also did some advertising through 

 the press, and sent some personal letteis, 

 a copy of one of which is given herewith. 



Dear Madam : — This is the season of the year 

 when we are gathering Nature's harvest; and 

 among her many gifts we find that pure honey Is 

 one of her triumphs. Its delicate aroma, its smooth, 

 velvety taste and flavor all its own make it a dish 

 that is fit to grace the table of the most fastidious. 



The appearance of a box of our pure comb honey 

 immediately appeals to your sense of cleanliness. 

 It is packed strictly in accordance with our ideas, 

 is absolutely clean in every respect, and is backed 

 by our reputation for cleanliness. It is absolutely 

 pure ; has never been exposed to flies, dust, nor any 

 unsanitary conditions. It is taken from the hive, 

 placed in a container, then four of these containers 

 are packed in a box and sealed, making it absolutely 

 impervious to dust, flies, or any contamination. 



" To touch a man's heart, tickle his palate." Try 

 it with a supper of hot liiscuit and lioney. 



