156 



THE BEE-KEEPERS' REVIEW. 



doesn't matter much. There is plenty 

 of room, and customers for all. Make a 

 reputation for square dealing and selling 

 a good article, and customers will wait 

 for you. If someone undersells you, and 

 gets some of your customers, never mind 

 — there is a very large market almost en- 

 tirely undeveloped. 



Think of this matter, brother bee-keep- 

 ers. Plan to raise a crop of good ex- 

 tracted honey next season, then get all 

 there is in it. Don't divide with trans- 

 portation companies or middlemen. A 

 crop of extracted honey is miich surer 

 than a crop of comb, and, in most locali- 

 ties, two or three times as great. Ask a 

 fair price for 3'our honey (all you can get 

 is a fair price), and adhere to it. It is 

 much easier to lower prices in a good 

 year than to raise them in a poor one. If 

 there is a large or small crop of grain or 

 fruit, ever}- one knows it. Not so with 

 honey. 



There are two or three points in Mr. 

 Burrell's article that ought to receive 

 especial emphasis. One of the strongest 

 points that he makes is that of getting 

 people to taste of the honey ; and espec- 

 ially to get the children to taste. Don't 

 urge people to buy the honey, but let 

 them and the children taste, and the taste 

 and the children will do the urging. 

 Many people will buy what their children 

 want, even though they might be willing 

 to deny it to themselves. Another point 

 is that of being courteous and polite and 

 not urge people too hard to buy. I be- 

 lieve that our most successful ' ' drum- 

 mers " never /^j?-^ their customers to buy. 

 I don't know as I ever mentioned it in 

 the Review, but a good share of my time, 

 after I was eighteen years old until I was 

 twenty-eight, was passed in selling things 

 — ^in canvassing from house to house sell- 

 ing picture frames. I carried samples of 

 moldings and took orders for frames for 

 pictures that people might have on hand 

 unframed; made the frames, and then de- 

 livered them. I not only never urged 

 a sale, but even went so far as not to ask 

 anyone to buy. I asked for the privilege 

 of showing my samples, suggested that 

 if there were any pictures that were in 

 need of frames that I should be glad to 

 give prices, etc. The pictures were al- 



most always forthcoming, and then I 

 showed the different combinations of 

 of moldings, gave prices, etc., but I never 

 asked the ladies to buy. If they chose to 

 favor me with an order I took it; if not, 

 I cheerfully gathered up my samples and 

 trudged on. It is quite a point not to 

 allow 30ur prospective customer to sa.\ 

 " No " in the beginning of the inter\dew. 

 Having once said "no, " many persons 

 are inclined to stick to it, even though 

 they may change their minds; while, if 

 they had not said " no " they might even- 

 tually say ' ' yes. ' ' 



Honey Quotations. 



The following rales for grading honey were 

 adopted by the North American Bee Keepers' 

 Association, at its Washington meeting, and, so 

 far as possible, quotations are made according 

 to these rales . 



Fanov. — All sections to be well filled ; combs 

 straight, of even thickness, and firmly attached 

 to all foar sides; both wood and combnnsoiled 

 by travel-stain, or otherwise ; all the colls sealed 

 except the row of cells next the wood. 



No. 1.— All sections well filled, bat combs un- 

 even or crooked, detached at the bottom, or 

 with bnt few cells ansea'ed ; both wood and 

 comb unsoiled by travel stain or otherwise. 



In addition to this the honey is to be classified 

 according to color, using the terms white, amber 

 and dark. That is, there will be " fancy white," 

 jijo. 1,. dark," etc. 



(IHIOAtiO, 111. —There is a good demand for 

 fancy white comb houey. Tlii- grade would sell 

 for 11 ctH —possibly higher, ('(jnsiderable Aiu- 

 b r iind (lark on the market — selhng anywhere 

 from 5 to S Extracted White sells atSi^toB; 

 .\mber 4i4 to 5 ; dark, 4. Beeswax, Ti. 

 8. T F18H & (,:0., 



Mar. 24. 189 So Water St , Chicago, 111. 



BUFFALO, N. Y.— Really fancy honey moves 

 well but other grades require pushing and cut- 

 ting to move We quote as follows: Fancy 

 White, 1(1 to 11; No 1. white 9 to lu; Fancy Am- 

 ber, 8 to 9; No. 1. Ambar, 7 to 8; Fancy dark, 6 

 to 7; White, Extracted .5 to 6 ; .\mber, 4f4 to 

 Dark, 4 to 4}^ ; Beeswax, 24 

 BATTl 



Mar. 24. 167 & 169 Scott 



r, ( to ?; fancy ciarK, o 



1 .5 to 6 ; Amber, 4f^ to 5 ; ., 



s, 24 t.. 28. J 



ITERSON & CO.. 3 



cott St.. Buffalo, N. Y. i 



CHK^AGO, 111.— The eeasou for the sale of 

 comb honey will close with this month. .\ 

 little is sold in April, but so small as to fail in 

 changing prices. We quote as follows: Fancy 

 White 11); No. 1. white, 8 to 9 ; Fancy Amber, 7 

 to8; No. 1. Amoer, 7; Fancy dark, 7 to 8 ; No. 1. 

 dark, 7 ; White. Extracted, 5 to 6 ; Dark, 4 ; Bees- 

 wax, 27. 



R. A. BURNETT & CO., 



Mar. 24. 163 So. Water St., Chicago. 111. 



