232 THE BEE-KEEPERS' REVIEW 



strictly from experience, and not drawn from imagination nor theory. 



House to house canvassing is not unpleasant work, as many 

 who have not tried it seem to believe. On the contrary, there is 

 fascination about the work. 



All successful business enterprises are based on three things, 

 viz., quality and utility, price and judicious pushing. Honey is no 

 exception, in that quality is paramount. In order to insure quality 

 and uniformity at all seasons I have adopted the plan of blending 

 lighter honeys with the rich Golden Spanish Needle honeys, resultant 

 in one uniformly delicious blend of honey the year round, and pos- 

 sessing at the same time a flavor of pleasing richness. 



The retail price of any article is based from the dealers' stand- 

 point, on the wholesale cost plus selling and delivering cost, plus 

 the profit to the sales agent and the manufacturer. If the bee-keeper 

 proposes to act as both producer and sales agent, then obviously 

 he is entitled to both profits. If the bee-keeper proposes to cut 

 the price so that he makes no profit out of the selling end, then he 

 is to be classed as a financial fool, and worse than that, for he is 

 ruining the market for the wholesaler who must depend on turning 

 out his honey in retail packages finally at a profit. If a man wishes 

 to work for nothing and board himself he should line up in some 

 legitimate enterprise where he is doing the world some good. 



Let us now consider the bee-keeper of sound mind who pro- 

 duces large crops, and wishes to establish a more stable market. 

 Supposing that he can produce honey of superior quality at 15c per 

 pound, ready for delivery in small pails, and make a fair margin 

 on production. 



By addhig a commission of five cents per pound for selling he 

 should make fair wages, and another two cents for deliver}^ should 

 net him a three-cent profit on his investment in the selling end, 

 providing his gross profit is 10c per pound. 



But, you say, you are charging 25 cents per pound for honey, 

 and we never heard of that price before. Well, don't worry; our 

 greatest marketing difficulty lies in the fact that very few people 

 have heard of this price, or any other price for that matter, on 

 extracted honey of a superior quality. 



What some of the bee-keepers in this United States (not any 

 of you fellows) need to do is to discard a good-sized layer of doubt, 

 old fogyism and moss and, turning over a new leaf, get bee-keeping 

 on a financial basis. 



Listen: From actual experience, we seldom have a complaint 

 on price, and when we do it is because some measly one-horse man 

 with a dozen hives of bees has peddled it out at wholesale prices or 

 much less, thereby giving people a false impression as to what pure 

 honey is worth and ruining an otherwise good customer. In many 



