282 MARKETING THE HONEY CROP 



hundreds of men. lie carries packages both large and small 

 and is prepared to supply any desired amount from a five pound 

 pail to a sixty pound can on the spot. In this manner he sells 

 at times more than a ton of honey within a week. If he gets 

 but two cents per pound more than it would bring at wholesale 

 he is making good wages for his time while establishing a. trade 

 that will soon come to depend upon his apiary as a source of 

 supply. 



Cutting Prices. — One of the worst drawbacks to the honey 

 business is the tendency on the part of some to cut prices. John 

 Smith will make enquiry of some concern dealing in honey as 

 to the price they are paying. They will of course quote a price 

 at which they can handle his goods at a profit. Mr. Smith think- 

 ing to accommodate his neighbors sells his honey at home at the 

 wholesale price. When the supply is exhausted there is bitter 

 complaint against paying at retail more than the wholesale price. 

 The dealer of course must feel that he paid too much for the 

 crop and accordingly he starts in the following year to buy at a 

 lower figure. The retailer's profit is as legitimate as the pro- 

 ducer's profit. Unless a man will sell at a fair retail price he 

 should in justice to other bee-keepers if not to his own future 

 prosperity sell it to some dealer at wholesale. Cutting prices can 

 have but one result: the tendency to depress prices below the 

 point of profitable production. Until the bee-keepers of a com- 

 munity come to practice good business methods in handling their 

 crops the business of honey production will not be a profitable 

 one nor will the public regard it as a desirable occupation. 



QUESTIONS 



1. Wliy is it fortunate tliat bee-keeping is beeomiiig a specialized business? 



2. Discuss tiie grading of comb honey. 



3. How can the crop be marketed to the best advantage? 



4. What precautions are necessary in caring for lioney? 



5. Note the best packages both for shipping and for retailing. 

 G. What plans can be used to develop local markets? 



7. Under what circumstances is cooperative marketing desirable? 



8. Outline some practical plans of advertising the product of the apiary. 



9. What is to be expected from a general exhibit as an advertising medium? 



10. Discuss the value of an attractive package. 



11. To what extent can newspapers and booklets be profitably used? 



12. When is personal canvassing profitable? 



