THE BEE-KEEPERS' REVIEW 103 



-WHAT FRICZ: TO CKASGE. 



A\'hen I began lousiness here the going price for extracted honey 

 was eight cents per pound. At the present date a few bee-keepers 

 still sell to the consumer at this very low price. Of course I could 

 not produce honey and retail it at this price. I might have said to 

 the people I must have 1'2^ cents for my honey, because I couldn't 

 afiford to produce honey for less, but I'm afraid I should have had 

 a hard time to convince the people that they could afford to buy at 

 12j4 cents when it could be had for 6 to 10 cents per pound. The 

 thing then for me to do was to produce honey equal or better in 

 quality than that produced by my competitors. Nothing will take 

 the place of quality in getting better prices. 



GOOB QUALITY NECESSARY. 



I wish to designate retail sales as applying to house-to-house 

 canvass. Selling to farmers only, my motto is to always supply my 

 customer with the very best honey. This honey is gathered from 

 the wild red raspberry blossom. It has a flavor all its own. I find 

 raspberry and clover are the best on which to build up a trade. 

 They are winners to make customers. We should never extract 

 uncapped honey and sell it for table use. For an example, I will 

 say honey must be capped before extracting to be classed as No. 1 

 honey. Number 1 honey I will rate at 100 per cent. Honey only 

 three-quarter capped I will rate at 75 per cent, or 25 per cent below 

 the standard, 



I will now give a more practical test. I will make a canvass 

 and sell direct to consumer, 500 pounds of No. 1 honey, classed at 

 100 per cent. In 30 days I will make a second canvass and find 

 almost every individual who bought at the time of the first can- 

 vass is ready and anxious for a second pail of honey, and the entire 

 community will have learned of the good quality of the honey and 

 1,000 pounds of honey will be sold, increasing the sales 100 per cent 

 more than those of the first canvass. Had we made the first can- 

 vass with the honey classed at 75 per cent, the chances are that 

 our sales would have fallen below those of the first canvass. When 

 we note that quality makes the dilTerence between success and fail- 

 ure, we should readily see how important it is to produce only No. 

 1 honey. 



PUTTING IT UP. 



]\Iy honey is heated to a temperature of 135 degrees, then run 

 into ten-pound friction top pails and neatly labeled. I use only the 

 ten-pound size. More dollars' worth can be sold in a given space 

 of time in a ten-pound pail than in a less size. My price is $1.25 

 per pail, and the pail retained and collected in on nw next trip. I 



{Continued on page 114) 



