GOOD SELLING IS A FARMER'S NEED 75 



begun, the possibilities of which no one cares to limit. 

 To make every customer a friend, it is necessary to treat 

 him well, to have the stock sold a little better than it has 

 been described, to give full value and something over on 

 each order. Sell only first-class stock. Don't let the 

 temptation of a few immediate dollars lead you to send 

 out stock that will not be a good advertisement for you. 

 Every fowl sold is a good advertisement, if the fowl is 

 good — a bad advertisement, if the fowl is a bad one. 

 Don't use a cull, even if you sell it for a cull. The buyer 

 will say to some one that he bought the specimen of you, 

 and will be sure to forget to add that he bought it as a 

 cull. Culls are a bad advertisement — trade-killers, not 

 trade-bringers. They will help to bury you in obscurity, 

 not to bring you prominence. Be strictly honest. Tell 

 things as they are. Get a reputation for doing just what 

 you promise to do, of selling just what you offer to sell. 

 Be prompt. People like promptness in business. If you 

 say you will make a shipment of fowls on Monday, ship 

 them on Monday, so as not to disappoint the customer. 

 If the shipment is unavoidably delayed, write the cus- 

 tomer and tell him the fact and the reason for it. 



The most prosperous farmers are those who have had 

 the good sense to organize in communities, to control the 

 supply of their products, to market them intelligently, and 

 place them on sale at a time when the demand is normal 

 and at fair prices. Slowly the benefits of organization are 

 becoming recognized ; but not until it has been generally 

 adopted, and its power exercised in its broadest sense, will 

 the farmers of America come to that prosperity which 

 their industry and their importance entitle them to. 



It requires more business ability, a higher executive 

 faculty, to run a fruit farm than to run a grain farm. If 

 you have a hundred bushels of wheat, oats, potatoes or 

 corn to sell, you take it to the nearest market and accept 

 whatever you are offered. It is not always so with fruit, 



