THE BEE-KEEPERS' REVIEW 



295 



and always express, the very fullest 

 confidence in anything- I have for sale. 



DRESS NEATLY, AND ADVERTISE. 



I wear a ten-dollar business suit, a 

 pair of light shoes, kept as bright as 

 circumstances will permit, a three- 

 dollar soft hat, appropriate for farm- 

 ers to wear, a good shirt, and always 

 a tie. I advertise in three or four daily 

 papers during the selling season. I 

 use the best stationerjs neatly print- 

 ed. I use printed shipping tags on 

 f. o. b. orders. 



SAVING TIME AND SECURING ORDERS 

 BY MAIL. 



When a lady starts something like 

 this: "Oh! I have a good friend who 

 lives on Thirty-third Street, between 

 Walnut and Galeno, by the name of 

 Schleifenberger. She lives about the 

 middle of the block, in a little brown 

 house — you can't miss it," I say: 

 "Hold on! Our time is too valuable, 

 with two men and two horses. Ex- 

 penses are too high. Please give her 

 this postal. I should be pleased to 

 get her order. If it is mailed this 

 week, the honey will be delivered on 

 our next trip. " I carry with me a 

 supply of postals with my address on 

 one side, and the following on the 

 other: 

 Sir: 



Send us, within two weeks, 



pounds of honey. 



N. B. All orders filled, or parties 

 notified when supply gives out. 



Before my residence I have a neat 

 sign worded: "Choicest honey for 

 sale here." I have mj^ mail box paint- 

 ed white with my name on either side. 

 I put an occasional adv. in our local 

 papers. I make it a point to advertise 

 my business all the time, and to be 

 hammering at the fact that fto better 

 honey can be bought. I am often addres- 

 sed: "Are you the man who adver- 

 tises in such a paper? I have been 

 wanting to write you. Take my or- 

 der." 



This season we did not solicit one 

 single order in a house canvass, ex- 

 cept customers, and such places as 

 customers sent us. 



SELLING 20,500 POUNDS OF HONEY AT 

 RETAIL. 



My crop was 8,000 pounds from 42 

 colonies, and I bought enough more to 

 make it 20,500 pounds. We made 

 thirteen trips with a good team of 

 roadsters, a strong wagon with an 

 eleven-foot box, two feet high, lettered 

 as usual. There was a good cushion 

 with a back rest — high enough. A 

 high back rest is very essential to 

 health, and adds greatly to one's com- 

 fort on such a long trip. The last six 

 loads were sold at 12 cents per pound! 

 In the future, all my honey will be 

 sold at that price to consumers, deliv- 

 ered in Milwaukee. I will deliver to 

 stores,, in quantities over 200 pounds, 

 at ten cents; also to my home trade. 

 I have been buying, as far as possible, 

 each 3'ear, from the same parties. I 

 paid this season from 6% to 7% cents 

 f. o. b. 



THE SECRET OF GETTING LARGE ORDERS. 



I have set my mark for next season 

 to sell 30,000 pounds. People cannot 

 buy honey from me at any time. If 

 they want the best honey they must 

 supply themselves before cold weather 

 sets in. This is our secret for getting 

 such large orders. Our honey is the 

 best, and they can't get any more, 

 anywhere, after about Nov. 15th. 



In Milwaukee we board with pri- 

 vate people. We leave the wagon on 

 a street corner, with the tail board 

 toward a very much traveled street car 

 line. When we get ready to go home 

 we leave any unsold honey at this 

 place; and we allow the party ten per 

 cent, for selling. He keeps a printing 

 office and displays the honey in the 

 window. He has sold over one thou- 

 sand pounds. Had we been able to 

 supply him from the start, over two 

 thousand pounds could have been sold 

 there. 



