300 



THE BEE-KEEPERS' REVIEW 



ments used, as I travel from grocery 

 to g-rocery, in selling- the finest honey 

 on earth, "Math's." 



WHAT MAY BE ACCOMPLISHED BY TACT 

 AND PERSEVERANCE. 



Some time ag^o I stepped into a re- 

 tail g-rocery conducted by a lady. 

 'Twas in the forenoon, and after a 

 pleasant "Good Morning-," opened my 

 sample case. At a glance I could see 

 that the lady would say me "Nay." 

 After having spent one hour's good 

 argument, trying all in my power to 

 persuade her to favor me with an or- 

 der, I failed. Now I always aim to 

 leave the trade in good spirits, and a 

 pleasant humor, so that I will always 

 be welcome when in the neighborhood. 



As it happened the following week I 

 called on her again, and to my dismay, 

 found her in about the same mood. I 

 felt as though I simply must change 

 her mind. In a nice way I said to 

 her, "Mrs. Smith, if I were to say to 

 you, within tw^o squares from here, in 

 the street, lies a five-cent-piece; if you 

 go there at once, you may pick it up; 

 would you leav3 your store and walk 

 two squares to pick up that five cent 

 piece?" She answered "Yes," for it 

 was only natural that she would. 

 "Now, Mrs. Smith, suppose you had a 

 bottle of the finest honey on earth upon 

 your counter, that cost you 17 cents, 

 and sells for 25 cents, and some one, 

 we'll say a lady, prompted by mere 

 curiosity, picks up this bottle; now if 

 you would say to her, 'Do your folks 

 like honey?' (nine out of ten persons 

 do), and make it plain to her how 

 much cheaper honey is than creamerj' 

 butter, which I believe you are selling 

 at 35 cents today, I venture to say you 

 will sell that bottle of honey then and 

 there. You said you would walk two 

 blocks for five cents, and here you maj' 

 have eight cents, (profit on the bottle 

 of honey) without setting foot outside 

 of your door, besides having pleased a 

 patron." Well, with all this talking, 

 I had not succeeded in inducing Mrs. 



Smith to think as I did. She said she 

 had "no calls for honej'," nor could 

 she sell it in lier neighborhood. 



After some little reflection, I asked 

 permission to prove that honey could be 

 sold in her immediate neigliborhood. 

 I placed a bottle of honey on the floor 

 near the door, which was closed. In 

 due time, a young lady, of about 18, 

 opened the door, and as she did so, 

 noticed she had knocked something 

 over. Naturall)' she raised the bottle 

 from the floor. I advanced immedi- 

 ately and said, "Young lady, may I 

 ask, do you folks eat honey at your 

 home?" She replied in the affirm- 

 ative. "Whose honey do you buy, 

 and where do you get it?" To my 

 delight she answered, "We buy 

 Muth's honey over at Meyer's store," 

 (nearby grocer). "Well," I asked, 

 "why don't you buy it from Mrs. 

 Smith?" At this point I was rescued, 

 for she said, "I knew Mrs. Smith does 

 not sell it.'" To make a long story 

 short, the young lady promised to buy 

 honey from Mrs. Smith, if she would 

 place some in her store. 



I gained my point, for I sold Mrs. 

 Smith six dozen bottles of honey. 



'Tis very strange how often a real 

 good thing or idea is presented to us, 

 and not infrequently even laid within 

 easy reach, and yet how very long we 

 are in accepting it, and when we do, 

 'tis oftimes with extreme reluctance. 



THE ADVERTISING EFFECT OF A STORE- 

 WINDOW DISPLAY. 



One day last fall, I stepped into the 

 largest and finest retail grocery in 

 Cincinnati. While waiting to see the 

 buyer, I looked around the store, and 

 wondered why there was not more 

 honey sold in a store of this kind. 

 Surely there ought to be a large de- 

 mand for it. In an instant it occurred 

 to me that it was the proprietor I 

 wanted to see, not the bu3'er, and con- 

 sequently repaired to the office on the 

 second floor, and presented my card. 



