252 



THE BEE-KEEPERS' REVIEW. 



badgered about cutting prices, and will be 

 treated in a friendly and businesslike way 

 on every trip, with numerous invitations 

 to "call again when you are over." 



Once on my first call, as I set a beauti- 

 ful case of honey with a three-inch glass 

 front on a gentleman's counter, and re- 

 moved the cover, he read aloud the four- 

 teen-inch label on the front of the case, 

 "Gathered from Orange Blossoms;" and 

 then as he saw the 28 neat labels printed 

 in red ink, pasted on the sections, with 

 the snow white-honey smiling up at him 

 from between, he slapped his hands to- 

 gether and exclaimed, " By jolly!" I 

 need not tell you he has been my steady 

 customer since, although he thought my 

 price was high, and I knew it was high 

 i -lit ugh. 



\v^ith the finest honey from clover, 

 orange, willow-herb, sage, etc., you need 

 not be doubtful about placing it to ad- 

 vantage in almost any market; and while 

 I know that the majority of readers will 

 not take the pains wdth their crops that I 

 do, nevertheless, if you will take the honey 

 you have, and make a businesslike effort, 

 something like the one above, you will 

 find that you can dispose of it, even if 

 that supplied by more expert apiarists 

 does surpass yours in quality. With a 

 first-class article you will find yourself 

 taking too sanall a load to market oftener 

 than too large. 



I do not label all my honey, but I think 

 I shall do more of it in the future. I have 

 observed that it gives the honey a finish, 

 and pleases the customer well enough so 

 that I am pretty safe in counting it to 

 bring 25 cents extra per case. 



The labels cost less than three cents, 

 and a boy will stick them for one cent 

 per case. The cost of this is offset by 

 using second-grade sections. I get my 

 finest honey that I expect to label in the 

 cheapest sections. In fact, the only ad- 

 vantage worth mentioning that I know 

 of, in using snow-white sections, is in the 

 clean appearance when the cover is re- 

 moved. The labels do the same; and 

 while I have had scores of merchants 

 take out the sections and examine my 

 labeled honey I never heard one remark 

 that the sections were not the whitest. 

 They look at the honey and not the frame 

 it is in. There is to much straining after 

 "snow-white," " extra polished, " etc., 

 according to my way of thinking. 



There are a good many ideas in the 

 above that may be helpful to those who 

 sell their crops by peddling from house 

 to house; but in such cases the point I 

 would emphasize is to first quote the price 

 per case or so many sections for a dollar. 



If there is to be any talk about your sell- 

 ing just a few sections let the other party 

 start it, or 3'ou can make the offer after 

 your first proposition has been refused. 

 You will never sell a case to one party by 

 trying hard to sell 25 cents' worth. Work 

 for large sales, and expect to make them. 



The foregoing is a pretty long article; 

 the longest, I believe that has ever ap- 

 peared in the Review; but the hints and 

 suggestions that it contains are, I believe, 

 of sufficient value to justify the space 

 used. The most that can be done in 

 these articles upon marketing is to give 

 hints and suggestions. Of course, Mr. 

 Hubbard tells exactly how he manages, 

 but some other salesman in some other 

 market, might find some other plan de- 

 sirable. The most of my honey has been 

 sold by commission men; for the reason 

 that sold in this manner it would net me 

 more than sold direct to grocers near 

 home. Of late the prices of honey in the 

 large cities has fallen, while in our local 

 markets it has remained about the same, 

 hence I now find it profitable to be my 

 own salesman; and I really enjoy it; so 

 much so, in fact, that I often feel as 

 though I would like the business of being 

 a "drummer." 



Honey Quotations. 



The following rules for grading honey were 

 adopted by the Nortli American Bee - Keepers' 

 Association, at its Washington meeting, and, so 

 far as possible, quotations are made according 

 to these rules. 



Fancy.— All sections to be well filled ; combs 

 straight, of even thickness, and firmly attached 

 to all four sides; both wood and comb unsoiled 

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

 except the row of cells next the wood. 



No. 1.— .411 sections well filled, but combs un- 

 even or crooked, detached at the bottom, or 

 with but few cells unsealed ; 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," 

 HJo. 1,. dark," etc. 



KANSAS CITY.— We have sevrral shipments 

 of new fomb honey from Florida— the first of 

 the season. We quote as follows: Fancy white, 

 12; No. 1 white, 111^; fancy amber, lOJ^; No. 1 

 amber, 10; white, extracted, 5)^ ; amber, 5; dark, 

 4. Heeswax, 25. 



C. C. CLEMONS CO. 



June 29. 521 Walnut St., Kansas Citv. Mo. 



