348 THE BEE-KEEPERS' REVIEW 



Don't select too large a package or try to sell too large a quan- 

 tity at a sale. Now that may seem like very poor advice. I have 

 lost several good customers by doing so. The average family are 

 not used to honey, and if they have a large quantity on hand, will 

 often eat so much that they become tired of it. Better far make 

 small sales and make them often. 



Don't make your prices too low. If you sell honey you nmst 

 always have it on hand. If your trade will use more than you can 

 produce or you have a crop failure, then you will have to buy, and 

 you want to be in a position so you can buy from other bee-keepers 

 and sell at a profit. 



When going over your route the second or third time, don't 

 pass a house just because they did not buy from you before. Per- 

 haps some neighbor has told them how nice your honey is. 



Right here, let me say there is your cheapest and best advertis- 

 ing. I do not mean that you should not advertise, for there is one 

 of the big dont's. 



Don't forget to advertise and keep on good terlns with the local 

 editor. Get him to give you local notices, and print recipes using 

 honev instead of sugar or other sweets. 



Don't forget to have some nice beeswax in sizes suitable for 

 use in the laundry, and the old ladies' work baskets. You will find 

 it much more satisfactory to use a blend of honeys instead of a 

 straight honey from any one source, because you will find many peo- 

 ple are suspicious of real light honey. Then again, it will enable 

 vou to work off darker grades to an advantage. By all means avoid 

 the use of the words Pure or Uiwdiiltcratid on your labels. Few will 

 think of it unless they see it, and when they do then there is a job 

 of explaining for you. 



Do Bees Reason? 



By JAMES ODELL, Lincoln, Nebr. 



{Co7iti7iued from last month') 

 AN ANT STORV. 



A striking illustration of the adaptability of the insect mind to 

 novel conditions is related by Dr. Leland O. Howard, Chief En- 

 tomologist of the U. S. Department of Agriculture, in ''The Insect 

 Book." Pp. 39-40: 



"In one of the greenhouses of the Department of Agriculture at 

 Washington, a medium-sized black ant occurred in considerable num- 

 bers, attracted by the presence of plant lice and mealy bugs upon the 

 hothouse plants. As is well known, ants are especially fond of the 

 nectar secreted by these insects. A number of years ago some Li- 



