AMERICAN BEE JOURNAL. 



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to which he was solemnly holding on, 

 apparently determined that he must 

 make others see in it the merits he saw. 

 And he did. 



As mentioned in the quotation given, 

 another characteristic is evenness. 

 Whether at the factory, at church, at 

 convention, at his house, he always has 

 seemed to me alike, the same earnest 

 Ernest. As might be expected, he is 

 active in the church and Christian En- 

 deavor Society, and has been elected for 

 the third time as Superintendent of the 

 Sunday-school. 



Among the many bee-keepers with 

 whom I am proud to claim acquaintance, 

 none appear to me more like a brother. 

 He seems more nearly my own age (most 

 of the others seem older), and somehow 

 I can get closer to him. Probably others 

 feel much the same toward him. 



C. C. Miller. 



CONDUCTED BY 



Greenville. Texas. 



Out School in Bee-Keeping. 



FOURTH LESSON — SELLING THE HONEY. 



Well, we cannot afford to have any 

 middleman at first, and as we are in 

 need of all the funds that we can get 

 from the bees, I will tell how to get the 

 benefit of the whole proceeds. When I 

 say that we cannot afford to have a 

 middleman, I mean to have it under- 

 stood that if we have $1,000 outside of 

 the bees, we are now working to get the 

 most out of the bees, and no other capi- 

 tal is considered. 



Now place your honey in a wagon and 

 take it to your customers, and sell it to 

 them at the highest retail price. Ex- 

 plain to each one that you make a sale 

 to, that your honey is all produced by 

 yourself, and that you guarantee it to 

 be as represented ; take the name of 

 each customer, and tell them whenever 

 they wish more honey like that, to drop 



you a postal card, and you will promptly 

 attend to the order. Always sell noth- 

 ing but the best, and keep the darkest 

 to use yourself, as you know it is as good 

 as any, but would not be called so on 

 the market. I mean it is as sweet as 

 the white honey, but does not look so 

 well. 



You need not take all your honey the 

 first trip, as you need not make more 

 than a few customers at the start, and if 

 you sell nothing but the best, your cus- 

 tomers will increase faster than your 

 honey, and after you get to be a big bee- 

 mai^ you can sell to the groceries and 

 commission men. But by all means do 

 not allow your honey to lie in the hands 

 of the store-men and commission houses 

 over a reasonable time, and if they do 

 not sell it, take it and sell it yourself. 



When I said it was a trade to produce 

 a crop, and a different trade to sell it, I 

 meant that we must find sale, and to do 

 this, I have always found the most ready 

 cash sales to be right at the doors of the 

 consumers. Do not get discouraged if 

 you should pass a dozen houses without 

 making a sale, as all people do not use 

 honey, and some may not be ready just 

 then to buy ; so the next dozen houses 

 you go to may all take honey. 



Now if you have, say 200 pounds of 

 honey to sell, and the grocery men will 

 only give you 12 cents per pound for it, 

 you may be pretty sure to get 15 cent^ 

 from the consumers ; and say it takes 

 you two days to sell it, then you have 

 made $3.00 per day. Not bad wages. 



I have had sold from one wagon in 

 the city of Dallas, more than $100 

 worth of honey in a single day ; and we 

 sold from wagons one fall and winter in 

 the cities of Fort Worth and Dallas, 

 nearly 100,000 pounds of honey. 

 Pretty big tale, but true, nevertheless. 

 So you see we have some idea how to 

 sell honey, as well as to produce it. In 

 fact, dear friends, if I had not before 

 known, I would not have started out to 

 tell you anything about it. I have ac- 

 quired all this knowledge through years 

 of hard study, and now I have given it 

 to you free, that you may do the same 

 without waiting for years to learn. 



Now, all the directions I have been 

 giving has been for the beginners with 

 only one or two colonies to start with. 

 You must increase your honey-trade as 

 your bees increase, provided your honey- 

 trade does not out-go you, and you will 

 have to push the apiary to keep up with 

 it. I never yet had more nice honey 

 than I could sell. 



Now, as have learned to work our 



