54 STATE POMOLOGICAL SOCIETY. 



ment, parafine and newspaper wrappers in the experiments with 

 both pears and apples. 



TO WHOM AND WHEN TO SELL. 



Sell to the fellow that wants them and when he wants them 

 always. That is a good business rule to sell to the man who 

 wants to buy real bad. After all, farmers, fruit-growers, the 

 New England farmer particularly, is by force of circumstances 

 a laborer, a business man and a capitalist combined in one. Nine 

 times out of ten he forgets that he is anything else but a laborer. 

 Nine times out of ten this laborer, this business man and this 

 capitalist works so hard earning his little $1.25 or $1.50 a day 

 that he forgets all about his capital he has got that needs looking 

 after, and he forgets all about his business interests which need 

 looking after, to guide his labor and to guide his capital that they 

 may both give the greatest returns, and he does not look far 

 enough out into the world about his market interests or the sell- 

 ing of his product. So that question of to whom to sell and 

 when to sell is the business one, a knowledge of what other people 

 are doing. Your society did a grand thing this year in getting 

 out this little circular about your apples — the best money you 

 ever spent for your society if your growers took advantage of it. 

 The grower should be constantly on the alert to know what the 

 other fellows are doing, what they are planting, how they are 

 caring for it, what sort of production, where they aim to sell, 

 why they succeed and why they fail, all these things. He should 

 give constant attention to what is going on on the outside. Of 

 course the man with a dozen apple trees, fifty or a hundred can't 

 spend a thousand dollars travelling round the United States, but 

 he can get in touch with other men in different sections of the 

 United States, keeping in close touch with the Pomological Divis- 

 ion of the Agricultural Department at Washington. They will 

 freely answer your questions. And keep in touch with the secre- 

 taries or the live men, members of the different horticultural and 

 pomological societies. If the secretary himself hasn't time to 

 correspond with you, say, who is there in this society that keeps 

 his eyes open and is willing to talk a little? You can find in 

 every state in this Union commission men. They know where 

 all the apples and peaches are long before they are ripe. They 



