46 



practically every pound he makes in local towns and the City of Sher- 

 brooke. At first a little peddling was necessary but the quality 

 of his goods and generous measure acquired a reputation that spread 

 to an ever widening circle. This grower never takes less than $1.25 

 per gallon for his syrup or 12^c. per pound for sugar which is moulded 

 in hard 5 to 10 Ib. cakes. Another maker puts his fine sugar up 

 in 2 oz. cakes for which he gets 20c. per Ib. from all old customers 

 and new ones reached by samples. In another case an extensive maker 

 is said to dispose of the bulk of his crop to private customers at 30c. 

 per Ib. for the sugar and $2.00 a gallon for syrup. 



DEVELOPING A MAKKET. 



At a meeting of the Vermont Sugar-makers' Association a New 

 York State sugar-maker related his methods and experiences in selling 

 maple products. After canvassing New York and Philadelphia with 

 indifferent results he commenced a system of circularizing distant 

 localities until he now sells the great bulk of his crop in Western States 

 markets. His story -is interesting and is given in abridged form. 



" After the last trip I made to the city of Philadelphia I returned 

 home and got out a little circular. I had photographs made of the 

 groves and then I compiled a little book about the making of maple 

 syrup on " Scotch Mountain Groves" (that is what we call our sugar 

 orchard) for the purpose of advertising. I also had taken- various 

 photographs of the evaporator house, the camp where we live and 

 board the men during the season, the teams, the interior of the eva- 

 porator houses, etc., and then I wrote a little thesis describing the 

 groves, the equipmeit, the methods used in the production of our 

 maple product, particularly the care and cleanliness used. All this 

 time I had been collecting names of people who might be interested 

 in this class of goods. I then went to the editors of our local papers 

 and asked to look at their subscription lists. They were glad to show 

 them and from them I made a list of the people who had gone west 

 for I -knew they could not procure it in the west. Then I wrote my 

 many friends and some of my customers throughout the west and 

 asked them to send me names of people and proprietors of grocery 

 stores who might be interested in my product. It was but a short 

 time before I had quite a list. Then to each name on that list went 

 this little pamphlet. This has been repeated every year; as I get 

 a new name I add it to my list and send this pamphlet. 



"I don't get returns right away and I presume hundreds of the 

 booklets go into the waste baskets. There is no question about 



