92 



whom to sell them, not having developed any trade for 

 them. 



It is a pity that whenever there is a chance during a 

 season of an abundant crop that more is not done in the way 

 oi' getting in touch with Boards of Trade, Women's Clubs, 

 etc., in the different towns and cities and by making ar- 

 rangements with store keepers for a window display of our 

 fruit, letting people know that they can buy it to better 

 advantage and at a })rice that will give the grower a fair 

 rfturn. 



There is going to be a wonderful chance for develop- 

 ment of South American markets and it is surprising how 

 many Californian people are anxious for our apples, and 

 why shouldn't the Panama Canal be as great a chance for 

 us as the far w^estern growers seem to think it will be for 

 them. If we can't make a reasonable profit Avitliin the ]iext 

 ten years, we will l)e fearfully slow. 



From all indications our ^lassachusetts grading law is 

 going to make a great deal better feeling between grower 

 and buyer, but we certainly should get together and estab- 

 lish some sort of price for our products because the buyers 

 certainly know {)retty near what they are going to offer long 

 l)efore they come to see us. 



No man can do anything unless he thinks he can and if 

 one does not believe in what he has to offer, it is hard to. 

 make the other fellow believe in it. You can't catch many 

 flies with vinegar but a little molasses helps wonderfully. 

 What you do go after, go after hard and remember that the 

 big profits come from repeat orders from customers who art- 

 pleased l)ecause you have treated them scpiarely and this is 

 nothing nu)re than |)lain common sense. 



You.r l)uyer is very apt to ])c indift'erent to start with 

 but if one is enthusiastic enough himself as to what he has 

 to offer, it is apt to be a catching disease. It is hard to 

 interest a man who has always smoked five cent cigars in 

 fifty cent cigars but it is not so hard to sell him ten cent 

 ones and I belive the greatest success in the future for fruit 



